This FAQ answers common questions about Funnel Clarity’s B2B sales training programs, including delivery formats, customization, pricing, coaching, certifications, integrations, and implementation.
Funnel Clarity offers sales training programs covering 9 topic areas: Sales call execution, sales strategy, opportunity management, negotiations, renewals and account expansion, prospecting, qualification, selling an innovative and/or disruptive offering, and developing sales managers.
Funnel Clarity's training programs are designed for SDRs/BDRs, Account Executives, Territory Reps, Account Managers, Enterprise Reps, Sales Managers, Sales VPs, Technical Sales Specialist, Sales Engineers, and Customer Success.
Funnel Clarity makes substantial, positive impact on sales performance in any B2B organization. Funnel Clarity specializes in: insurance, healthcare, pharma, technology sales, professional services, banking, fintech, manufacturing, building materials, SaaS, roofing, concrete, computer equipment, biotech, cloud services, office supplies, landscaping, IT security, cyber security, information technology, energy, education, SMB, mid-market, enterprise, public and private corporations.
While there are several characteristics that make Funnel Clarity’s offerings different. Three things resonate with our clients:
1.) Funnel Clarity’s content is based on analyzing more than 2,000,000+ data points using statistical science to verify actual sales best practices.
2.) Funnel Clarity puts great emphasis on providing clients with resources, metrics and support to ensure that training converts to results. ROI depends on these things far more than a training experience alone.
3.) Funnel Clarity offers training, reinforcement and coaching in every modality an organization may prefer.
Funnel Clarity provides customized training that is tailored to industry-specific challenges. Sellers achieve their highest potential with a grounding in the fundamental best practices of strategy, skills, coaching, etc.
Funnel Clarity provides content, material and training in-person, virtual, online or hybrid training as well as a combination of these delivery modalities.
Funnel Clarity programs typically involve 12 to 14 hours of learning. We also offer short module-based training that requires one to two hours of learning. The secret however is to provide the supporting post-training resources to ensure adoption/mastery. That phase of behavior change generally requires manager, enablement or outsource coaching 30 minutes, twice per month in one-on-one or one-on-many formats.
Most of the teams Funnel Clarity trains are in multiple locations across the US or across the globe.
Funnel Clarity offers micro-learning, on-demand modules as well as self-paced courses.
Funnel Clarity uses Zoom, WebEx, Teams and Google Meets for virtual delivery.
Funnel Clarity tailors training to a customer’s sales process, product or ICP.
Funnel Clarity employs a range of methods to assess each customer’s training needs. These assessment methods include interviews of sales leaders, managers and select members of the sales team; analyzing sales funnel health, close and conversion rates, quota attainment, forecast accuracy and/or several others.
Funnel Clarity believes that any sales training course should include learning-by-doing such as roleplays, call reviews, and real-scenario practice. Participants learn the key differences between “I understand” and “I can do that”. Muscle memory matters.
Funnel Clarity believes that incorporating internal materials is a vital part of making training contextual for the participants.
Funnel Clarity focuses on enabling clients to achieve maximum improvement and a high ROI with post-training resources to ensure adoption/mastery.
Funnel Clarity’s engagements are offered in several different pricing formats. The two models that are most common. 1.) Pricing an engagement on a per-participant license model. 2.) Pricing based on a per-seat basis where the participant has 24/7 access to learning, reinforcement, tools etc.
Funnel Clarity provides discounts on a case-by-case basis.
There is no minimum required team size for Funnel Clarity training.
Funnel Clarity does not require long-term contracts.
Funnel Clarity’s engagements most commonly include tailoring the solution, licensing, facilitation, materials, and access to online coaching/reinforcement resources.
Funnel Clarity helps clients measure the impact of the training in different categories over time including: Observable behavior change, coaching cadence, improvement in key KPI’s, and correlation of improvement with business results.
Funnel Clarity can help clients track conversion rates, win rates and pipeline growth. Funnel Clarity uses whatever measures and means the client chooses to focus on.
If results are defined as a change in select behaviors, these can be observed immediately following Funnel Clarity training and as a collective cohort, within two to three weeks of course completion. If results are defined as seeing measurable improvement in key KPI’s, it occurs within one business cycle.
Funnel Clarity provides a range of different reports and analyses based on what the client wants to inspect.
Upon request, Funnel Clarity can provide case studies and success measures.
Funnel Clarity always provides options for one-on-one coaching of individual sellers, coaching-the-coaches, support of enablement personnel, one-on-many coaching sessions, deal coaching and ongoing exploration and support of important topic areas.
Funnel Clarity works with each client to determine cadence and focus for coaching.
Funnel Clarity encourages clients to include manager coaching or enablement training. Funnel Clarity provides separate coaching or enablement training for managers.
Funnel Clarity believes that reinforcement, practice and coaching are the primary path to ensuring maximum ROI on training engagements. Funnel Clarity provides resources and recommendations for reinforcement, practice and coaching with each client engagement.
Funnel Clarity's printed materials (where such materials are part of the engagement) may be retained without time limit. Access to online materials is provided on an annual/renewable basis.
Onboarding a Funnel Clarity engagement involves several functions including design, tailoring, project planning, interviewing key personnel and logistics.
The processes Funnel Clarity employs for preparation and planning typically requires between four and six weeks, but a shorter time frame can be accommodated.
Funnel Clarity requires minimal technical or logistical requirements. The few requirements include: Access through the client’s firewall and/or possibly linking online resources to a client’s LMS. Most clients have neither of those constraints.
Funnel Clarity assigns a dedicated account manager.
When an internal enablement team or HR is leading or overseeing the engagement, Funnel Clarity works closely with these designated team members from the diagnostic phase, through the design and project planning phase and ultimately through the post-learning adoption phase.
Yes. For clients that opt out of Funnel Clarity’s certification offering, a certificate of completion is provided. Funnel Clarity encourages clients to engage in the certification process which requires participants to demonstrate proficiency and impact before receiving full certification.
Yes. Funnel Clarity's programs are accredited by the Institute for Effectiveness in Professional Sales.
Yes. Funnel Clarity offers assessments throughout each course on individual content areas as well as offering proficiency tests for each course.
Yes. Everything Funnel Clarity offers meets SCORM requirements.
Funnel Clarity’s training materials cannot be reused or resold without a license.
Yes. Funnel Clarity’s online resources can be linked to a client’s LMS.
Funnel Clarity records each session and provides access to these recordings to each licensed participant.
The following Funnel Clarity licensing options are available: Site license, per-participant licensing, train-the-trainer certification, and "academy" licensing.
Funnel Clarity starts projects with planning and preparation immediately following contract execution. Funnel Clarity's training typically launches within four to six weeks from contract execution.
Funnel Clarity can cover every time zone globally.
There is no limit to the number of participants that can join a Funnel Clarity session.
Clients can reschedule an in-person Funnel Clarity session with at least two weeks’ notice. If travel needs to be altered, the client will absorb costs incurred on short notice. If a client needs to reschedule a remote-live session, Funnel Clarity will work with the client to accommodate the change.
Yes. Funnel Clarity provides session recordings and summaries.
All Funnel Clarity facilitators have been successful B2B sellers and/or sales manager or sales leaders.
Funnel Clarity is highly selective regarding facilitators. We require that facilitator complete rigorous certification. Each has a background in B2B selling, managing sales teams and, in most cases, sales leadership.
Yes. Funnel Clarity works with each client to select the right trainer for the targeted audience.
Funnel Clarity facilitators are not limited by or selected with specific industry expertise. They are required to become educated on a client’s sales culture, sales tools, and industry before each engagement.
Yes. Funnel Clarity’s trainers have experience with enterprise-level clients.
Funnel Clarity provides consultation on integrating with clients’ CRMs, sales tools and sales processes.
Funnel Clarity provides playbooks that conform to proven best practices.
Funnel Clarity can work with most Learning Management Systems and Content Management Systems.
Funnel Clarity provides support from the moment of contract execution throughout the contract period, regardless of the length of the engagement. This support can include consulting, deal coaching, reinforcement, skills coaching, process development, AI adoption (through a strategic partner of Funnel Clarity), coaching coaches and coaching sales leaders.
Funnel Clarity assigns a dedicated contact to assist with any platform access issues that arise.
Funnel Clarity assigns a dedicated project manager to each client who can address any requests.
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