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Plan Grow Do

Core B2B Training that helps your team sell how buyers now buy

Our flagship in-person sales programme for technical and industrial teams. This is the training delivery of our Core sales methodology, Plan, Grow, Do, turning capable product experts into confident, buyer-led sellers, in the room and on your real accounts.

Live, in-person workshops Intensive or over time Optional accountability
Talk to us about Core See the curriculum
Plan Grow Do B2B sales training group discussion
The shift

Your buyers changed how they buy. Most sales training didn't keep up.

Buyers now self-educate long before they call. They arrive informed, compare quietly, and decide who to trust before a seller is ever invited in. Core rebuilds selling around that reality, so your team shows up earlier, responds faster and creates value beyond the spec sheet.

The data behind Core

This is how B2B buying works now

94%

research online before they ever reach out

75%

already know what they need before speaking to a supplier

57%

of the decision is made before a seller is invited in

76%

say a trusted person outweighs any brand message

Source: Plan Grow Do Buyer Revolution research.
The learning journey

Where your team starts, and where Core takes them

One clear path from reactive, product-led selling to a deliberate, buyer-led approach the whole team shares.

Start

Out of step

Reactive, product-led, arriving late to the buyer

Plan

Understand and target

Know the buyer, profile ideal customers, structure the pipeline

Grow

Build momentum

Visibility, relevance and trust, online and off

Do

Execute

Plan meetings, handle objections, act with a modern toolkit

Result

Buyer-led seller

Confident, consistent, winning earlier with less discounting

A story your team will recognise

Meet Dan Wilder

The capable seller, out of step

Great with the product. Trusted by customers. And quietly falling behind.

Dan is an experienced technical account manager. Reliable, responsive, the person customers call when something urgent goes wrong. For years his edge was deep knowledge and strong relationships. Then the ground shifted. Buyers who used to call him early now arrive well informed and further down their own path. Conversations start online before he even knows there is a project.

Dan is not failing. His playbook is simply out of date. Core is the journey Dan takes to modernise how he sells, without losing what made him good in the first place.

"My customers' behaviour changed. It turns out mine had to change too."

The programme

The Core sales methodology: Plan. Grow. Do.

Three connected stages that take a seller from understanding the modern buyer, to building visibility and trust, to executing with a modern toolkit.

Delivered as facilitated, in-person workshops, worked on your real accounts
Stage 1

Plan

Understand the buyer and target your effort with intent.
  • The Changing BuyerHow buying really works now, and what it means for you
  • Customer ProfilingBuild your ideal buyer personas. There is no Mr Everyone
  • The Buyer's JourneyMeet people where they are. Relevance is timing, not effort
  • Know, Like, TrustBecome the go-to reference in your market
  • The Sales Funnel and SPANCOPA shared 7-step process from suspect to payment
  • Prioritising with Big 5 and Top 5Protect the pipeline, focus on what matters
Stage 2

Grow

Build visibility, relevance and momentum in the market.
  • Networking OnlineYour network is your net worth, built with intent
  • Content in ContextThe right message, at the right moment, for the right buyer
  • Reviews and FeedbackTurn what customers say into sharper selling
  • ReferralsWarm introductions that convert far better than cold
  • Repeat and Maximising ValueThe hidden pipeline inside your existing customers
Stage 3

Do

Turn insight into deliberate, repeatable action.
  • Pre and Post-call Planning (WOPPA)Walk into every meeting with a purpose and a plan
  • Social SellingLet your online presence support your offline work
  • Finding Your Ideal ProspectReach the right people, not just more people
  • A Social Schedule That WorksAudience plus content plus timing equals relevance
  • Handling ObjectionsConcerns are not barriers, they are signals of interest
The outcomes

What changes for your sellers

Core is measured by behaviour in the field. This is the shift your team makes, and keeps.

Chasing everyone
Focusing on buyers who value you
Arriving late to the deal
Showing up earlier in the journey
Pushing product features
Leading with insight and value
A messy, hopeful pipeline
A clear SPANCOP pipeline with honest next steps
Winging the meeting
Purposeful meetings planned with WOPPA
Discounting to win
Winning on value, not price
Hoping for referrals
A repeatable referral and repeat habit
Invisible online
A credible, findable expert
90%of buying decisions begin online 5-12touch points to win a deal 30%better conversion from referrals 60-70%of revenue sits in existing customers
Not theory. A toolkit.

What your team walks away with

Core is worked, not watched. Delegates build real outputs on their own accounts, so what they learn on the day is in use by Monday.

A worked buyer personaA deep profile of your ideal buyer, so you know who to pursue and who to let go
A customer journey mapSee where buyers are and how to help at each stage
A SPANCOP pipelineEvery opportunity with a clear, honest next step
Your Big 5 and Top 5Strategic bets and quick wins, side by side
Five repeatable statementsSay what you help with, clearly, every time
A referral and repeat planUnlock the pipeline hiding in happy customers
WOPPA call plansA simple habit that makes every meeting count
A workable social schedulePresence that fits around the day job, not on top of it
One shared standardThe whole team selling the same, buyer-led way
How it runs

In-person workshops, shaped around you

Core is delivered live and hands-on, using your real accounts and pipeline. Run it as an intensive block or spread the stages over time, whatever fits your team's rhythm.

Plan Grow Do B2B sales training workshop in session
Live, facilitated workshops
A B2B sales team working through Core training together
Your team, your real accounts
A sales team after completing Plan Grow Do training
One shared standard

Live, in the room

Practical, facilitated workshops where your team works on their own customers, not case studies from someone else's world.

Intensive or over time

Compress Core into a focused programme, or run Plan, Grow and Do as a series across weeks or months. You choose the pace.

Optional accountability

Add follow-up coaching and check-ins to embed the habits, review the outputs, and make sure the change actually sticks.

A working delegate workbook to keep Exercises on your real accounts Facilitated by practitioners Actions after every session Flexible group sizes
Who it's for

Built for people who know their product, and now need to sell it

Core suits technical and industrial teams where the buyer is an expert, deals are considered and credibility is everything. If your people are brilliant on the product but the buyer keeps changing the rules, this is for them.

Sales engineersAccount managersTechnical specialists who sell Field and internal salesBusiness developmentSales leaders wanting one standard
A sales team working through their Core training workbooks
Questions

Core B2B Training FAQs

What is Core B2B Training?
Core is Plan Grow Do's flagship sales programme for technical and industrial teams. It is built on our Plan, Grow, Do framework and rebuilds selling around how modern buyers actually buy, helping capable product experts become confident, buyer-led sellers.
Who is it for?
Technical and industrial sales teams: sales engineers, account managers, technical specialists who sell, field and internal sales, business development, and sales leaders who want one consistent standard across the team.
How is it delivered?
In-person workshops, delivered live and hands-on around your real accounts and pipeline. You can run it as an intensive block or spread Plan, Grow and Do over time. Optional follow-up accountability is available to embed the habits.
What will my team be able to do differently?
Show up earlier in the buyer's journey, target the right customers, structure their pipeline with SPANCOP, plan meetings with WOPPA, use online presence to support offline selling, and handle objections with confidence, all built around what buyers now value.
Is it right for technical and industrial markets?
Yes. Core is designed for markets where the buyer is an expert and trust is earned through insight, from lubricants and manufacturing to engineering, energy and industrial distribution. The examples and language reflect how selling really works in those sectors.
Do delegates get materials to keep?
Yes. Everyone works through a structured workbook and leaves with real outputs, including a worked buyer persona, a journey map, a SPANCOP pipeline, prioritised opportunities, repeatable value statements and call plans they can use straight away.
Plan Grow Do

Build a team that sells the way your buyers buy

Tell us about your team and your market, and we'll shape Core around the results you need.

Talk to us about Core Explore all training
Talk to us

Talk to us about Core

Tell us about your team and your market, and we'll shape Core around the results you need. Prefer email? info@plangrowdo.com

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