Built on the Q-RED™ Sales System
Sales Training
Structured, sequential sales training for B2B teams selling into SME markets.
Pipeline Control
Forecast Confidence
Delivered at your workplace across Western Sydney, training builds the qualification discipline, commercial structure and consistent sales behaviours needed to strengthen execution across the team.
Key Takeaways
A Practical Way to Build Capability
Start with one team or cohort before expanding more broadly.
Build stronger sales habits through structured, practical learning.
Consistent capability development creates lasting competitive advantage.
Strengthen the Way Your Team Sells
Practical B2B sales training that helps teams apply stronger structure, judgement and discipline inside real customer conversations and live opportunities.
Stronger Client Conversations
- Open meetings with clear commercial purpose and value.
- Use sharper discovery to uncover genuine requirements and constraints.
- Respond to objections and pricing pressure without losing control.
Pipeline Control & Deal Progression
- Qualify earlier and move away from weak opportunities faster.
- Agree clear next steps that maintain momentum and reduce deal drift.
- Improve opportunity progression through stronger sales discipline.
Consistency Across the Sales Team
- Use a shared language for selling, coaching and pipeline review.
- Apply practical frameworks that support accountability and feedback.
- Build repeatable habits that carry into live opportunities.
Built Around the
Q-RED™ Sales System
Q
R
E
D
Every Touchstone sales training engagement is delivered through the Q-RED™ Sales System – giving B2B teams a practical, sequential pathway from qualification through to customer decision.
Qualify
Identify genuine opportunities earlier and prevent weak deals from distorting the pipeline.
Requirements & Rapport
Strengthen discovery, clarify commercial needs and build trust through better customer conversations.
Evidence & Enthusiasm
Present value with relevance and evidence to strengthen differentiation and protect margin.
Decision
Create clear decision pathways that reduce deal drift and improve forecast confidence.
The result is a shared sales language, stronger opportunity discipline and a more consistent approach leaders can coach, review and rely on.
How We Structure Your Sales Training Program
Every organisation is different, so the training begins with your sales environment, current challenges and live commercial priorities. We then build a practical, sequential program that your team can apply in real customer conversations and opportunities.
1. Clarify Sales Performance Gaps
- Review your sales model, team structure and current commercial priorities.
- Assess pipeline quality, qualification standards and opportunity progression.
- Identify the behaviours and capability gaps affecting forecast confidence.
2. Design the Right Structure
- Build the program around real customer conversations and live opportunities.
- Align the training with the Q-RED™ Sales System and your existing sales process.
- Sequence each session to support application without unnecessary disruption.
3. Deliver, Apply & Reinforce
- Run practical workshop-style sessions grounded in commercial reality.
- Use structured tools and frameworks that support stronger execution.
- Reinforce learning through live-deal coaching and ongoing application.
Looking for a More Complete Sales Development Program?
Q-RED™ Foundations combines system-aligned sales training and live-deal sales coaching to help teams apply new skills immediately, strengthen opportunity progression and build greater forecast confidence.
Explore Q-RED™ FoundationsBuilt for Western Sydney B2B Sales Environments
Q-RED™ sales training is designed for teams selling into SME markets where qualification quality, stakeholder alignment, deal progression and margin protection directly influence pipeline control and forecast confidence.
Manufacturing
Construction & Infrastructure
Engineering & Technical Services
Transport & Logistics
B2B Technology
Professional Services
Programs can support field sales, account management, business development and inside sales teams – aligned with your existing sales process and focused on stronger execution across live opportunities.
“The structured framework gave our team a common language and lifted qualification discipline almost immediately.”
– Sales Manager, Western Sydney Manufacturing SME
Delivered Around Your Business
Every organisation operates differently, so we tailor delivery to suit your team, your customers and your sales environment. Most engagements begin with system-aligned sales training delivered at your workplace, with live-deal sales coaching available to reinforce learning and strengthen execution over time.
Workplace Training
- Delivered at your workplace across Western Sydney.
- Built around your team's live customer conversations and opportunities.
- Minimises disruption while maximising practical application.
Training with Live-deal Coaching
- Reinforce learning through structured coaching inside live opportunities.
- Strengthen deal progression, accountability and coaching conversations.
- Help new sales disciplines become everyday habits.
Virtual Delivery
- Interactive online sessions via Zoom, Microsoft Teams or Google Meet.
- Ideal for regional, interstate and hybrid sales teams.
- Supported with practical tools, resources and structured follow-up.
We recommend delivering training where your team sells every day. Practical workshops, supported by live-deal coaching where appropriate, make it easier to apply new skills immediately, strengthen pipeline control and build lasting forecast confidence.
Still exploring your options? Browse practical sales insights covering qualification discipline, pipeline control, deal progression and forecast confidence for B2B teams selling into SME markets.
Browse Sales Insights
Prefer ongoing support? Learn about sales coaching .
Complimentary · No obligation
Start with a Sales Performance Diagnostic
A focused conversation to clarify where sales performance may be breaking down and identify the most practical next step for your team.
✓ Identify gaps in qualification discipline and opportunity progression
✓ Clarify the issues affecting pipeline control and forecast confidence
✓ Determine the right training or coaching focus for your team
Leave with clearer priorities and a practical view of what may improve sales execution.
Sales Training FAQs
Common questions about how Touchstone sales training is tailored, delivered and reinforced across B2B sales teams.
Is the training tailored to our industry?
Yes. The program is tailored to your commercial environment, customers and existing sales process. Examples, discussions and practical exercises are built around the situations your team encounters, while the Q-RED™ Sales System provides the consistent underlying structure.
Is it suitable for experienced salespeople?
Yes. The focus is not basic selling theory. It is about strengthening qualification standards, commercial judgement, opportunity progression and consistency across the team. Experienced salespeople often benefit from having a clearer structure they can apply to complex live opportunities.
How quickly can we expect to see an impact?
Teams can often apply stronger questioning, meeting structure and next-step discipline immediately. Broader improvements in pipeline control and forecast confidence develop as the approach is applied consistently across live opportunities and reinforced over time.
Should training be combined with coaching?
In many cases, yes. Training builds capability across the team, while live-deal sales coaching strengthens execution inside real opportunities. Together they help turn the learning into practical habits and support more consistent deal progression.
Need a Concise Overview?
View our 1-page Capability Statement for a concise overview of how Touchstone helps B2B teams selling into SME markets strengthen Pipeline Control, improve Forecast Confidence and build more consistent sales execution through the structured, sequential Q-RED™ Sales System.
View Capability StatementWant a clearer sales structure? Learn more about Q-RED™ .
Ready to Strengthen Pipeline Control
& Forecast Confidence?
Ready to Strengthen Pipeline Control & Forecast Confidence?
Start with a focused Sales Performance Diagnostic to identify where stronger qualification, deal progression and sales execution will have the biggest impact.
Complimentary · 20 minutes · No obligation
Prefer email or a different time? Contact us and we’ll get back to you.
Explore our services
Start with the system – then explore how we implement it: