Dedicated to improving the effectiveness of technical professionals!

Learn how to:

• Promote your ideas, concepts and projects to management and customers
• Sell complicated, technical products and processes to skeptical prospects.
• Win resources for your technical group, project or program.
• Get customers and colleagues to accept and buy-in to your ideas.
• Develop appropriate messages for different audiences
• Manage the "soft" issues (people, relationships, politics, etc.) that can trump the best technical solution.

Upcoming Event: Virtual Course:

"Effective Communication, Sales & Negotation for the Technical Professional"   

Including a new module on Virtual Selling!

Learn More

Morgan Training Co., LLC, headquartered in Avila Beach, CA, is a training and professional development company that specializes in helping technical organizations improve their bottom lines by increasing revenues, improving margins and decreasing miscellaneous costs associated with ineffective soft skills.

Our focus is on improving the effectiveness of technical professionals by strengthening and developing their communication, persuasion/sales and interaction skills--whether dealing with external customers or internal colleagues. 

Specifically, we work with technical companies and organizations that have concern about the effectiveness of their...

• business development personnel (sales engineers, account managers, etc.) in growing business (increasing close ratios, shortening sales cycles, increasing margins, building more robust pipelines, etc.)

• technical sales team members (application engineers, project managers, scientists, project leads, etc.) in dealing with customers and selling/persuasion situations ("selling" their ideas, presenting technical solutions, following-up, etc.)

• technical professionals (engineers, scientists, IT specialists, etc.)  in communicating and interacting with colleagues, managers, subordinates, etc. (running productive meetings, getting buy-in, dealing with team dynamics, using email and phone best practices, getting commitments, etc.)

This could include helping them...

• ...qualify sales opportunities better, so they're not wasting resources chasing low probabilities (but what might be exciting technical challenges!)

• ...deal with their affinity for solving problems which often results in giving a lot of "unpaid consulting" in the hope that business will follow (or the customer will "like" them)

• ...sell and compete on value and solutions as opposed to technical features, benefits and price

• ...build more effective relationships to facilitate rapport (trust, comfort level, etc.)

• ...manage the "soft" issues (people, relationships, politics, etc.) that can trump the best technical solution

• ...deliver concise and focused messages ("Tell it in 10 slides, not 40!)

• ...follow a technical selling process that delivers consistent results 

• ...solicit better commitments from colleagues and customers so the business decision cycle doesn't drag out

• ...be more effective interacting with different (and sometimes difficult) personalities

• ...deliver projects on time and within budget 

We equip technical professionals with best practice strategies, methodologies, tactics and skills that are needed to effectively communicate, sell, negotiate and develop successful projects and business with external customers as well as internal customers and colleagues.  We find that most customer and business development problems arise not from lack of technical knowledge, but from lack of "soft skills" training.

We offer the following courses geared to business development and customer interaction for internal and external customers.  (These courses are similar, but differ in their focus on internal vs. external communication, sales, persuasion and negotiation situations.) 

We also deliver courses, workshops and consulting on the following topics:

• Business Communication Best Practices (Email, Phone, Text, etc.)
• Creating & Conducting Effective Meetings
• Using Behavioral Styles to Improve Communication and Persuasion Effectiveness
• Trade Show Best Practices
• ROI Selling
• Overcoming Objections
• Effective Presentations
• Opportunity Strategizing
• Effective Prospecting
• Territory Planning 
• Practice, reinforcement and application of the basic skills and methodologies

The content of our training has been tailored for the technical (engineer, scientist, etc.) audience.  In that vein, we teach the "science" behind interaction, selling and persuasion.  We also deal with the challenges that can result from the typical engineering "mind set", such as the tendencies to make assumptions, to be overly critical, to want to convince with data, and to "tell" as opposed to ask questions and listen.