Exterran, an industry leader in natural gas compression products and services, recently worked with Baker Communications to create a custom training course focused on sales prospecting skills. Since 2008, Baker has provided dozens of sales training solutions for Exterran, including Salesforce adoption workshops, rev-gen plays, and Consultative Selling courses.
Exterran keeps coming back to Baker Communications in order to help their Sales team learn effective methods to build and maintain relationships with customers. For each training course, BCI and Exterran representatives work together to tailor content to their specific organization, selecting custom role plays and real-life scenarios to practice and see negotiation strategies in action. In this most recent class, Baker and Exterran went beyond tailoring the content and created a completely custom course.
This custom course was delivered in a series of three two-day workshops to groups in Houston, Fort Worth, and Oklahoma City. In each workshop, participants learned many critical prospecting techniques, including how to use LinkedIn to research and connect with customers, craft a superior elevator pitch for immediate differentiation, and prioritize accounts effectively. They also received coaching and peer feedback, plus several tools and worksheets to help them apply what they learned.
Participants said of the training course:
"[The trainer] was excellent at delivering the materials, and material definitely sent me back to thinking outside the box.""Awesome content. Opened our minds and taught the team how to differentiate ourselves."
"Outstanding presenter who spoke to everyone in the room on a personal level even in the group setting."
"Michael enlightened us to a new way of networking to our existing customer base. I would have never thought about how to connect and prospect through Social Media, but now I do and definitely understand its importance going forward."
About Baker Communications
Baker Communications is headquartered in Houston, Texas and has employees and certified partners in more than 20 cities across the US. Internationally, Baker's footprint includes the United Kingdom, Dubai, Singapore, Argentina, Brazil and Russia. As one of America's fastest-growing corporate training companies, Baker Communications has helped over a million professionals reach maximum performance for over 30 years. Globally recognized companies and government agencies, including ExxonMobil, General Electric and Bank of America depend on Baker Communications to equip their employees with skills to increase market share and produce immediate results. Baker provides customized targeted practice-driven performance improvement solutions that produce rapid, measurable results. Baker Communications' solutions have been utilized and delivered worldwide, throughout Europe, South America, North America, the Middle East, and Asia Pacific.
About Exterran
Exterran is a global leader in full-service natural gas compression and a premier provider of services and equipment for oil & gas production, processing, treating, transportation and storage.
Exterran Holdings (NYSE: EXH) is a $2.9 billion publicly traded company with about 10,000 dedicated professionals working in more than 30 countries. They cover every major oil & gas region of the world and serve the full spectrum of energy clients, from the super majors and National Oil Companies (NOCs) to the independent E&P and distribution companies. They count on Exterran for fast, expert products and services.