How many people can be in a workshop?

Up to about twenty-five keeps every participant practicing and being corrected individually. Larger groups run well across a second day or in cohorts.

Can two workshops be combined?

Yes. PIB Selling and Presenting with Impact combine naturally. Commercial Excellence already contains elements of both across its three days.

How much preparation is needed from the client?

One briefing call and a handful of real situations the team is dealing with. Customisation is done by Fabio, not handed back to the client as homework.

Are workshops delivered outside the United States?

Yes, in more than twenty countries, with a large share across the Americas in English, Spanish and Portuguese.

Corporate Sales Training Workshops

Q: Are the workshops delivered in person or virtually?

Both. The virtual version is a different design rather than the same slides over video — shorter blocks, more breakouts, more written work.

Q: What reinforcement is available after a workshop?

Optional coaching for managers, implementation sessions at thirty and ninety days, or a longer transformation program.

Start Here

Tell me the sentence you would use to describe the problem.

Every one of these workshops works on its own, and every one of them assumes the same method underneath. The only question worth answering first is where the constraint actually sits — because a team taught to present better will still lose deals it is losing on price, and a team taught to sell on value will still lose the room if nobody can hold it.

“We are discounting to win, and margin is going backwards.”

Commercial Excellence

“Our people know the product. The deal still stalls on price.”

PIB Selling

“The work is fine. The relationships are what derail the project.”

CAVAR

“Our leaders have good ideas and lose the room presenting them.”

Presenting with Impact

“Our best specialists are the quietest people in every meeting.”

The Quiet Advantage

Five workshops. One method underneath all of them.

Effective Value Selling — Commercial Excellence

Three days · three phases

For sales directors, managers and full commercial teams

Your team is losing sales — or profits — because of price.

The complete commercial journey, run over three days: how value is built before price is discussed, how a conversation surfaces what a client actually values, and how a proposal and a presentation carry that value all the way to signature. This is the flagship, and the one to choose when the whole commercial function needs the same language rather than one team getting a tune-up.

What the team can do afterwards

Open on value instead of on product
Hold margin without losing the deal
Shorten cycles by qualifying earlier
Quantify impact in the client's own numbers
Handle price pressure without discounting reflexively
Expand existing accounts deliberately

Full Program The Value Selling Argument

Also available in Português · Español

PIB Selling

One immersive day · six modules

For B2B sales teams and account managers

Your best salespeople know the product. The deal still stalls on price.

PIB is Problem, Impact, Benefit — a sequence of questions that turns an ordinary sales call into a value conversation. Most sellers try to add value to their solution. This day teaches the move that actually works: adding value to the need first, because a need worth little can only ever justify a solution worth little.

What the team can do afterwards

Find the real problem behind the stated request
Quantify what that problem costs each month
Summarise benefits in the client's own words
Reach price with the value already established
Ask without sounding like an interrogation
Recognise a deal that is not there yet

Full Program

Also available in Português · Español

The CAVAR Stakeholder Management System

One immersive day · six modules

For leaders, managers and project and account owners

The project is on track. The relationships are what derail it.

Connect, Adapt, Value, Assist, Reaffirm. CAVAR treats every stakeholder — client, peer, boss, vendor, difficult internal customer — as someone whose motives can be read and served rather than guessed at. Every relationship in the room leaves the day with a strategy written for it, not a general principle to remember.

What the team can do afterwards

Read how a person thinks and decides
Adapt approach without becoming someone else
Align expectations before they collide
Support an objection instead of fighting it
Show delivered value so decisions keep proving themselves
Turn satisfaction into loyalty, and loyalty into partnership

Full Program

Also available in Português · Español

Presenting with Impact

One immersive day · six modules

For senior leaders, marketing and sales professionals

The best idea in the room does not always win. The best-presented one does.

A working day on selling an idea and presenting a result to people who decide things. Structure, evidence, delivery and the five things to prepare before you walk in — people, relationships, interests, motivations and the objections nobody in the room will say out loud.

What the team can do afterwards

Build a presentation around a decision, not a topic
Open in a way that earns the next ten minutes
Present numbers so a room can act on them
Answer the objection before it is raised
Read the room and adjust mid-flight
Close on a request, not on a thank-you slide

Full Program

Also available in Português · Español

The Quiet Advantage

One full day · everyone presents

For scientists, engineers and technical specialists

The best idea in the room is often held by the quietest person in it.

Built for people whose expertise is not in doubt and whose visibility is. It is deliberately low-exposure at the start and rises through the day, and every participant presents before they leave — which is the part that changes what happens in next week's meeting.

What the team can do afterwards

Explain technical work to people who are not technical
Say the important thing first
Speak up in a meeting without rehearsing for an hour
Defend a recommendation under questioning
Use nerves instead of hiding them
Be heard without becoming someone louder

Full Program

Also available in Português · Español

What Every Workshop Includes

The same standard, whichever one you book.

None of this is an upgrade tier. It is what a workshop has to include to be worth taking people off the floor for a day.

A briefing before anything is written

A call with you and, where it helps, two or three of the people who will be in the room. Your examples replace mine.

Your industry, your deals

Exercises built on the situations your people are actually in, not on a generic case study everyone recognizes as generic.

Practice, not demonstration

Participants do the work in the room, on their own accounts and their own presentations, and get corrected while it still matters.

Materials people keep

Workbooks and one-page tools written to be used at a desk, not to look impressive in a folder.

Language your leaders can coach in

The same vocabulary across every workshop, so a manager can reinforce it in a one-to-one weeks later without needing to have attended.

English, Spanish or Portuguese

Delivered natively in all three, not translated or interpreted — so a regional team gets one method rather than three regional variations.

Before You Ask

The practical questions.

How many people can be in the room?

These are working sessions, so the number that matters is how many can practice and be corrected in a day. Up to about twenty-five keeps every participant getting individual attention. Larger groups run well with a second day or by splitting into cohorts — what does not work is a hundred people in a room being called a workshop.

In person or virtual?

Both, and the virtual version is a genuinely different design rather than the same slides over video — shorter blocks, more breakouts, more written work. Where budget or geography makes in-person impossible, virtual is a real option, not a consolation.

Can we combine two of them?

Yes, and it is common. PIB Selling and Presenting with Impact fit naturally together because one builds the conversation and the other builds the room. Commercial Excellence already contains elements of both across its three days, which is usually the better answer when the whole commercial function is involved.

How much preparation do you need from us?

One call, and a handful of real situations your people are dealing with. That is the whole ask. The customization is my job, not homework I hand back to you.

What happens afterwards?

Reinforcement is optional and offered, never assumed: coaching for managers so they can keep the language alive, implementation sessions at thirty and ninety days, or a longer transformation program where the goal is a permanent change rather than a strong week.

Do you deliver outside the United States?

Yes — more than twenty countries so far, and a large share of the work is across the Americas, in all three languages. Travel arrangements are agreed in advance and appear in the proposal rather than in a later invoice.

Next Step

Tell me where it hurts. I will tell you which day to book.

Including when the answer is none of them — if what you actually have is a leadership problem wearing a sales costume, a workshop for the sales team will not fix it, and I would rather say so before you buy one.

Check My Date The Method Behind Them The Documented Results

Or write directly: [email protected]

President, National Speakers Association | Florida 2026 - 2027 English · Spanish · Portuguese 300+ Organizations

A Keynote Changes the Room. A Workshop Changes Monday. And the Bottom Line.

Tell me the sentence you would use to describe the problem.

Five workshops. One method underneath all of them.

Effective Value Selling — Commercial Excellence

PIB Selling

The CAVAR Stakeholder Management System

Presenting with Impact

The Quiet Advantage

The same standard, whichever one you book.

A briefing before anything is written

Your industry, your deals

Practice, not demonstration

Materials people keep

Language your leaders can coach in

English, Spanish or Portuguese

The practical questions.

Tell me where it hurts. I will tell you which day to book.

FOLLOW FABIO