All training is customized but here are some ideas to get you thinking.
Potential Training Modules May Include the Following and More:
  1. Understanding the Prospect, What are they really looking for?
  2. Navigating the Prospect’s Decision-Making Process.
  3. Creating a Business Case, Differentiating Your Community’s Value.
  4. Conducting an Effective Sales Call, Opening to Closing.
  5. Identifying the Prospect’s Key Drivers.
  6. Presentations that Win, Linking Your Persuasive Evidence.
  7. Closing the Deal.
  8. Business Etiquette.
  9. Hosting Best Practices, Before, During and After.
  10. Video Role Play, Group Workshops and Individual Coaching.


Increase the value, effectiveness and success of your economic development team.  Unify your team by clarifying roles and responsibilities and building ownership, increasing professionalism and becoming more prospect-focused to truly differentiate your community and win more projects.   Continuous Dialog has assisted economic development agencies, public and private partnerships, chambers of commerce and local communities to develop and refine their strategy, gain an accurate self perception and equip their team with competitive sales skills to win more projects.

  1. Facilitate Your Strategic Planning Workshop.
  2. Learn the Logical Approach to Economic Development and How Your Team Can Increase Success.
  3. Clarify Roles, Responsibilities and Successful Outcomes During Prospect Visits and Presentations.
  4. Demonstrate a Sense of Urgency, How to Enhance Prospect Response Time.
  5. Brainstorm Your Unique Offering, Identifying the Prospects You Want and Don’t Want.
  6. What Every Person Involved in Economic Development Has to Know: Diversity Training, Professionalism and Winning.


Why do you Win or Lose?  Do you really know?  What impression does your community make on prospects and site consultants?
We can tell you and then apply this knowledge by equipping your team to Host more effectively.  Having an accurate self-perception is the first step in marketing success, then learning and applying successful skills to delight prospects.

  1. Prospect Win Loss Reviews, Benefit from Understanding what Prospects and Site Selection Consultants Say After They Leave Your Community.
  2. Hosting Best Practices, Before, During and After the Prospect Visit.
  3. Proposal Tune-Up: Review, Critique and Enhance.
  4. Presentation Effectiveness:  Your Team has the Opportunity to Go Through a Dry Run from Good to Great.


Carol Johnson is dynamic, chosen as the key note speaker by Fortune 500 companies, Industry Conferences and Economic Development Associations.  Custom speeches and workshops are designed to meet your goals.

Speaking Topics may include:

  1. Winning in Today’s Highly Competitive Economic Development Marketplace, Old Ways Need Changing.
  2. How Your Community’s Presentation Goes from Boring to Compelling.
  3. The Secrets that Winning Economic Development Teams Don’t Want You To Learn.
  4. Quit Waiting for Funerals and Elections, How Developers Can Get More Respect From The Local Team.