• Developing Rapport: We teach how to connect faster through personalized stories and leveraging the affinity bias. Includes roleplaying.

• Speed Sells: We instill best practices to respond to leads urgently with well-crafted messages that convert more opportunities. 

• Discovery Skills: We demonstrate how to ask strategic business discovery questions instead of product feature questions. Includes examples and roleplaying.

• Active Listening: We teach reps how to be fully present, understand context, and reflect back to build trust.

• Value Selling: We demonstrate how to evolve from product-focused order takers to trusted advisors selling business, personal, and emotional outcomes.

• Differentiation: We arm reps with strategies and approaches to stand out from competitors during sales conversations.

• Sales Process: We break down how to excel during each step of your sales process, with a focus on discovery, proposals and closings. 

• Pitching Best Practices: We teach storytelling techniques, impactful visuals, and messaging that motivates prospects to take action.

• Urgency & Access: We provide tactics to multi-thread opportunities and re-engage "gone cold" prospects. 

• Storytelling: We help reps craft compelling stories that make your solution memorable and relatable.

• Objection Handling: We teach graceful objection handling frameworks so reps can confidently address concerns.

• Negotiations: We provide negotiation tactics, objection handling, and closing techniques to better monetize deals. 

• Closing Deals: We instill best practices for finalizing contracts, onboarding, and customer success handoffs post-close.

• Expand Existing Accounts: Train reps on upselling/cross-selling post-sale, enterprise account planning for growth, and strategies for gaining referrals.

• Virtual Selling: We provide tips and best practices for selling over video in an engaging, compelling style.

• Leveraging AI: We demonstrate AI capabilities to level up productivity and transform the way sales teams work.

• Outbound Prospecting: We teach targeted prospecting strategies including scripts, cadence, tools to fill the funnel.

“As a young leader thrust into Head of Sales at a fast-growing startup, I wouldn’t have made it without Jay Mays by my side. He helped me completely transform my leadership practices and regional management team through engaging teaching and consulting. Over two years, Jay’s lessons reduced turnover by improving hiring and instituted accountability through 1-on-1s with S.M.A.R.T. goals and targeted feedback. He truly helped us grow in ways you can’t put a price on.” – Zach, Fluid Truck

“It’s great to get a different approach to sales other than your typical ‘sales’ training. I recommend Pitch Lab to anyone looking for a new, fun way to build their team’s core skills.” – Patty, Miami Marlins

“With the real-life examples and open discussion that Jay invites during his training sessions, it is hard to leave without being challenged in becoming a better leader. I highly encourage any person who is currently in or pursuing a role of sales leadership to attend every session that they can.” - Sabrina Viera, Fluid Truck

“If you want to get better at sales, you need to talk to Jay. Jay has the perfect balance of understanding but pushing you to be better. When I first started working with Jay I felt like I had topped out on how good I could become at sales and after the first month I was exponentially better than where I had started. Jay quickly diagnosed a few areas that needed help and we got right to it with amazing results. Could not recommend more highly.” — Zach Frantz, Big Squid

• Hiring Elite Sales Talent: We teach managers how to identify optimal sales traits, review resumes, design an effective hiring process, and spot hiring red flags.

• One-on-Ones: We provide sample meeting templates, frameworks, and coaching techniques to align on goals and drive accountability.

• Giving Feedback: We demonstrate how to deliver positive, motivating feedback focused on growth areas.

• Coaching for More: We teach how to set clear expectations, stretch goals, and action plans to motivate higher performance. 

• Delegation: We provide frameworks to effectively delegate tasks to develop team capabilities and free up management bandwidth.

• Time Management: We teach productivity techniques to balance urgent requests with capacity to work strategically on growth initiatives. 

• Difficult Conversations: We provide sample scripts and best practices to address poor performance in a direct but compassionate manner.

• Humane Accountability: We train managers to set clear expectations, provide support, and hold reps accountable in a positive way.

• Performance Improvement Plans: We teach how to effectively implement PIPs in a supportive way and set reps up for success.

• Saying No: We provide graceful but direct language to decline requests and protect priorities. 

• Running Engaging Sales Meetings: We demonstrate how to lead one-on-ones, team meetings, and all-hands meetings in an engaging and effective style. 

• Problem Diagnosis & Resolution: We provide root cause analysis techniques and process improvement methodologies to systematically fix problems.

• Communication & Storytelling: We teach storytelling structures to clearly communicate priorities, changes, and inspire the team.

• Arming Reps with Strategic Insights: We show how to synthesize key customer learnings, market trends and empower reps to provide unique perspectives throughout the sales process.

• Driving Innovation: We provide approaches to foster team collaboration, creative thinking, and innovation to solve challenges. 

• Authentic Leadership: We help managers connect with their purpose, lead with authenticity, and earn trust.