Sales, BD & Marketing training
Core Competency · Get Work
Strengthen your win rate by aligning Sales, Business Development, and Marketing so your estimating investment converts into consistent project awards.
Do your sellers, BD leaders, and marketing team operate as distinct — but coordinated — disciplines that reliably generate and convert the right opportunities?
Too many contractors treat selling, business development, and marketing as interchangeable tasks. The result: missed strategic opportunities, inconsistent pursuit execution, weak positioning, and a get-work function that defaults to low-price bidding. Each discipline plays a different role — and if any of the three is underdeveloped, the whole pipeline suffers.
Well Built trains Sales, Business Development, and Marketing as three essential, distinct "get work" disciplines — then aligns them into a single, repeatable system that wins work and protects margin.
We teach each discipline on its own terms and create the connections that make them work together. Sales training focuses on relationship-based pursuit, negotiating and closing, and running disciplined pursuit processes. Business Development coaching builds strategic account plans, long-lead relationships, partner channels, and targeted pursuit strategies. Marketing training establishes positioning, messaging, demand generation, and content that feeds and accelerates the pipeline. All three receive role-based curricula, playbooks, and consistent metrics so your team can generate the right opportunities and reliably convert them into profitable work.
We don't build generic salespeople or one-off marketing campaigns — we train contractors in the specific skills that create sustainable, margin-protecting growth: selling, strategic business development, and practical marketing that actually supports pursuit outcomes.
What we deliver
Assessment of current Sales, BD, and Marketing capabilities and alignment gaps
A unified get-work playbook that maps distinct roles, handoffs, and processes between Sales, BD, and Marketing
Role-based curricula and hands-on workshops for sellers, BD leaders, and marketing practitioners
Sales training: relationship-based selling, pursuit management, procurement navigation, and negotiation
Business Development coaching: account planning, strategic pipeline development, partnership strategies, and long-lead pursuits
Marketing training: positioning, messaging, content & demand-generation that feeds pursuits, and collateral for value-based selling
Integrated KPIs and reporting so marketing activity, BD progress, and sales outcomes are measured and reviewed together
Ongoing coaching, boot camps, and calibration sessions to keep skills sharp and maintain consistent performance