Account and Opportunity Management
Expert sales professionals know that managing opportunities and accounts requires identifying high-probability and high-profitability opportunities from within their account portfolios. They assess the probability that the customer will buy something, determine whether the opportunity is of value to them and their company, and ascertain the likelihood of the customer buying from them. Having an effective process to assess and manage accounts and opportunities translates to improved forecast accuracy, pipeline management, and win rates.
Programs:
Aligning with Customer Buying Behaviors
Aligning with Customer Buying Behaviors helps high-performing salespeople understand the customer's buying process. Participants learn how to look beyond their own selling priorities and adapt their offering to meet the customer's buying priorities—fitting into the customer's business and buying processes versus requiring the customer to adapt. learn more
Conducting Strategic Business Calls: Discovering Critical Success Factors
Conducting Strategic Business Calls: Discovering Critical Success Factors addresses the foundational skills of consultative selling. Understanding those few areas that are critical for business success is first and foremost. Sales professionals learn how to uncover customers' critical success factors and how to adapt, create, and position the business value of their offering to meet these requirements. learn more
Consulting with Clients
Consulting skills are as important as technological proficiency in today's environment. Consulting with Clients is an intermediate level workshop designed to enable consultants to bring business value to their internal or external clients. Participants will learn how to align solutions to address business priorities and processes and, as a result, achieve increased revenue and customer loyalty. learn more
The Counselor Salesperson™
The Counselor Salesperson uses a four-step consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. CSP focuses on adopting a Counselor Mindset, a mindset that builds profitable, long-term customer relationships. learn more
Creating Differentiated Offerings
The Creating Differentiated Offerings module of the Sales Advantage Series helps high-performing salespeople avoid the pitfalls of competing on price by effectively differentiating their offering with customers. In this module, sales professionals learn how to look beyond easily commoditized features and services to developing real differentiation based on what the customer values, which is hard for competitors to replicate. learn more
Managing Competition
The Managing Competition module of the Sales Advantage Series helps high-performing salespeople learn how to outmaneuver the competition. In this module, sales professionals learn about the competitive landscape using The Value Map™. This tool will help them assess their value and their competitors’ value from the customer's point of view. learn more
Sales Advantage Series: Managing Decisions
The Managing Decisions module of the Sales Advantage Series helps high-performing salespeople learn how to interpret the decision dynamics for an opportunity in order to influence the decision in their favor. In this module, sales professionals learn how to manage key stakeholders in the decision process. learn more
Managing Opportunities
The Managing Opportunities module of the Sales Advantage Series helps high-performing salespeople learn how to make optimal decisions when choosing which opportunities to pursue. In this module, sales professionals learn about the factors that influence whether a customer will move forward with a buying decision. learn more
Turning Information into Sales
In Turning Information into Sales, salespeople will be provided with tools to effectively discover business needs, identify what matters, and apply it in successful sales. They will develop the essential ability to discover the information needed to create highly satisfactory and compelling solutions, resulting in improved sales results. learn more
