Sales Performance Development & Coaching for midsized companies selling into Large enterprises
We help Mid sized companies selling into large organisations develop an effective and professional sales team. We achieve this by incorporating proven processes, strategic sales methodologies and software tools in our customised workshop based training programs.
It doesn't stop in the classrooms, We will roll up our sleeves to provide field sales coaching in order enforce our programs and help companies sell into complex sales environments.
We aren’t a cookie-cutter solution. Our methodologies are customized to your company, your industry and your buyers. Our customers appreciate our laser focus on what matters most - bottom line impact.
1.
Deploy Strategic selling approach to a complex selling environment beyond relationship selling
4.
Develop processes and methodologies to 'command & control' the sales engagement
7.
Manage & track opportunities and improve forecast accuracy with reusable checkpoints methodologies
2.
Understand & Manage buying influences in the account to build a win-win customer-vendor relationship
5.
Transform from being a product seller to a solution provider and ultimately trusted a customer advisor
8.
Develop a positive and healthy sales culture in the organisation
3.
Bring value to key decision makers in the sales process to grow your deal size
6.
Develop a hunter seller and drive business growth with new customers
ENTERPRISE B2B SELLING HAVE CHANGED
Customers have access to more information then ever..
The selling landscape have changed significantly in the last 10 years. The internet and social media have given customers access to information . They don't depend on sales people as information providers. They want sales people to bring INSIGHTS rather then information.
What is your sales person's contribution when product information is readily available? Are they JUST repeating what is shown in the brochure or website to the buyer AGAIN or are they bringing INSIGHT ?
Everyone has (or represents) a good and world class product. The best products don't always win the deal.
The Product and services differentiator gap is closing. Having the best product and best features can get you in the evaluation but does not ensure a win.
How do your sales person engage with a customer against competition? Whats the obvious differentiator?
Relationship is an outcome of value creation..not the other way round
Relationship is a factor in any sale. The currency of relationship in a sale is built thru value creation . Relationship MAY get you to the door, but will not get you the deal. Relationship; like a currency can fluctuate depending on environment.
How does your salesperson build relationship with Value creation and pivot the relationship to value ?
Emphasis on Compliance and Governance have raised the bar for sales people
There are more stakeholders involved in the buying process as part of compliance and corporate governance.We can't only say we can do it, we have to show it, prove it and document it.
How does your sales people manage the process?
They call you midway in their evaluation, not the start.
Customers are evaluating your products and solutions without your knowledge. They have the features and benefits information. Customers want the sales person to communicate Value to their business from the benefits.
How do your sales person bring Value at this stage? How does your saleperson get mindshare in the early stage of buying process.
Customers expect sales people to be Value Creators not information providers
Customers have access to information about your products and services without the need for sales people. Customers' want to engage with sales people that can attach business / technical value to the product and service offering. They want sales people to understand their issues and provide solutions
Does you sales person understand Value Creation from 'outside-in' ?
Top level relationship selling requires user buy-in from all levels
Deals can be struck at the board level or at the golf course, C level buyers can push a decision downward. However, the execution and implementation of the high level decision can ONLY be successfully with buy-in from the non C-level buyers .
How does your sales people communicate Value to ensure user buy-in ?
