Sales training

Built for Enterprise Technology Sales.

You don't win because your solution is better. You win because your sales process is better.
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▶ Watch the Highland Overview

The Highland Method

Better Sales Outcomes at Every Stage.

Whether you sell hardware, software, infrastructure, consulting services, or AI solutions, the Highland Method helps you win more opportunities, grow revenue, protect margins, shorten sales cycles, improve customer retention, and create new opportunities for account growth.


Built and refined through nearly 50 years of experience on real deals, these practical techniques can change the game for technology sales professionals.


 Learn to profile individual buyers using the Four Cornerstones of Sales™.

 Navigate buying behavior through the Four Duals: Dual Adoption™, Dual Person Profiling™, Dual-Face Selling™, and Dual-Level Selling™.

 Penetrate accounts using Criss-Cross Branching™ and the Rivers of Influence™.

 Develop winning strategies with the Four Heartbeats of ROI™, the Account Matrix™ and the Five Kingdoms of Technology™.

 Create and present compelling value propositions through ROI-Driven Selling™.

 Build the ultimate close through executive alignment, Highland Validation™, and the Velvet Glove Close™.


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ONE METHOD.

TWO WAYS TO PUT IT TO WORK.

SALES PRO — NOW FREE

Learn the complete core Highland Method at your own pace, with six integrated frameworks, practical tools, and Angela’s Deal case study.

SALES TEAMS — $499 PER LEARNER

Deploy the expanded Highland Method with assessments, manager visibility, structured accountability, and support for applying it to real deals.
ENTERPRISE SALES CASE STUDY

See Highland in Action.

Six episodes. One complex enterprise opportunity. Angela is working to sell an AI solution to a large law firm. Follow her as she navigates competing priorities, hidden influences, internal resistance, and the realities of enterprise technology sales.
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FREE FOR INDIVIDUALS. EXPANDED FOR SALES TEAMS.

Learn the complete core method on your own
or deploy it across your sales team with visibility, accountability, and support.

SALES
PRO

Self-Directed Learning
Free
The complete core Highland Method for individual technology sales professionals.
  • 10+ HOURS OF ON-DEMAND TRAINING
  • Six Integrated Frameworks
  • FUNDAMENTALS & ENTERPRISE MODULES
  • ANGELA’S DEAL CASE STUDY
  • PRACTICAL TOOLS & ACCOUNT MATRIX
  • COURSE CERTIFICATION
  • 12-Month Access

SALES TEAMS

Expanded Team Program
$499 per learner
The expanded Highland Method for teamwide learning, manager visibility, structured accountability, and real-deal application.
  • EVERYTHING IN THE INDIVIDUAL COURSE
  • 20+ HOURS OF TRAINING, EXERCISES & ASSESSMENTS
  • Expanded C-suite Case Studies
  • CENTRALIZED ADMINISTRATION
  • MULTI-SEAT LICENSING & BULK ENROLLMENT
  • MANAGER ACCESS TO PROGRESS, COMPLETION & QUIZ RESULTS
  • STRUCTURED ACCOUNTABILITY & DEPLOYMENT SUPPORT
  • Scales to 5,000+ Learners.
The Highland Method

Bring a clearer approach to your next complex deal.

The Highland Method
8401 Mayland Dr.  #5547 Richmond, VA 23294 
Phone number:  757-608-1070
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