Sales Development Solutions
Workshop: Think Like Your Customers
Workshop Focus: Understand the buying process and how ‘Customers Buy’ is essential to sales success
Competencies Addressed: Tenacity, Communication Skills, Commercial Acumen, Relationship Management, Information Seeking, Interpersonal Savvy
Workshop Elements
- Identify each of the buyer personas and develop strategies/ processes to sell to each of the personas
- Move prospects along each stage of the buying/ decision process
- Win new customers based on the way they prefer to buy
Workshop: Consultative Selling - A Collaborative Approach to Selling
Workshop Focus: Evolve and apply the critical skills and attitudes necessary to become a “Trusted Advisor” to your customer
Competencies Addressed: Consultative Selling, Relationship Management, Conflict Management, Decision Making, Interpersonal Savvy, Seeing the Big Picture, Value Positioning/ Selling, Influence & Impact
Workshop Elements
- Embed an attitude to understand the customer’s point of view
- Learn how to consistently communicate value throughout the whole selling interaction by understanding the true costs of doing business
- Develop the esstential skills to perform an in-depth analysis of customer organizations and the driving forces influencing their needs, their customers, and their competition
Workshop: Sales Negotiation Skills
Workshop Focus: Understand and adapt the 4 important elements of negotiation – Strategy, process, tools & tactics
Competencies Addressed: Handling Objections, Value Positioning, Interpersonal Skills, Conflict Management, Influencing & Negotiation
Workshop Elements
- Sell the value of your solutions and reduce price pushback
- Lead masterful sales negotiations that lead to win-win solutions for you and your customers
- Avoid critical mistakes in the negotiation process that kill credibility and the sale
- Win against lower-priced competitors
Workshop: Sales Force Management
Workshop Focus: Provide an approach pf accountable self-management practices to develop high performaning sales team
Competencies Addressed: Communication Skills, Interpersonal Skills, Result Orientation, Developing Others
Workshop Elements
- Excel in the four roles that make for a great sales manager
- Become a more effective sales manager, communicator, and decision maker
- Help salespeople build goals and action plans and hold them accountable
- Motivate sales teams to perform at the top of their game day-in and day-out
Workshop: Channel Management
Workshop Focus: Develop channel professionals and partners to effectively execute a pivot to a recurring revenue center
Competencies Addressed: Communication, Interpersonal Skills, Result Orientation, Relationship Management
Workshop Elements
- Identify the range of professional skills required to achieve success as a professional Channel Manager
- Identify issues that interfere with successful execution of professional channel management responsibilities
- Deliver architecture for creating and delivering powerful value propositions to the partners and the end users
- Present a comprehensive set of best practices for identifying, recruiting and hiring new partners
Workshop: Customers For Life
Workshop Focus: Discover how to develop a strong, consistent and successful corporate strategy that is focused on customer acquisition and retention
Competencies Addressed: Result Orientation, Communication Skills, Brand Builder, Relationship Manatement, Trust & Integrity, Perseverance
Workshop Elements
- Identify sales reps' best practices and increase the productivity of your sales teams
- Optimize resources and reduce sales cycles to dramatically increase revenue
- Align your marketing and sales activities
- Determine the ROI of your CRM or marketing campaigns and boost results
Workshop: Sales Coach Training
Workshop Focus: Coach sales people and professionals to get the most out of each sales opportunity and achieve their greatest potential
Competencies Addressed: Coaching, Interpersonal Skills, Result Orientation, Relationship Management
Workshop Elements
- Identify selling mistakes and weaknesses that hinder sales success
- Develop tactical plans to help sales people win opportunities
- Lead the most productive coaching conversations and hold sales people accountable
- Motivate salespeople to perform at the top of their game day in and day out
Workshop: Strategic Key Account Management
Workshop Focus: Learn a proven process for strategic account planning to systematically review and grow your key accounts.
Competencies Addressed: Forecasting Accuracy, Business Acumen, Relationship Management, Strategic Alignment, Risk Management, Business insight & Align to Change
Workshop Elements
- Construct a strategic account team poised to maximize success
- Lead sessions with your team internally, and with accounts, for the purpose of value discovery, connection, and co-creation
- Identify needs from the customer perspective, strengthening and deepening your ability to create value for your accounts
- Build strategies for account planning and management, including how to ensure reach, extract, depth , and protect strategic accounts
Workshop: Strategic Selling
Workshop Focus: Improve organizations’ ability to win complex deals with consistent approach and strategy
Competencies Addressed: Business Acumen, Consistent Approach & Strategy, Business Acumen, Strategic Alignment, Consultative Problem Solver, Perseverance, Win-win Negotiation
Workshop Elements
- Develop lead generation and prospecting skills
- Build a commercial and sustainable value proposition
- Create reliable referral sources
- Demonstrate how to avoid and overcome customer objections in order to gain commitment to the next step