Module 1: Building & Maintaining a Robust Pipeline
Module 2: Sales Activities that Get Results
Module 3: Unsticking Stuck Accounts
Expected behavioral and business outcomes:
• Improved sales rep lead generation skills
• Increased focus on realistic prospects
• Increased number of viable/realistic prospects in the pipeline
• Higher overall sales rep pipeline value
• Increased sales rep forecasting accuracy
• Increased sales rep lead generation activity
• Improved sales rep skill base in maintaining opportunity momentum
• Decreased frustration concerning "stalled" opportunities
Qualifying
Module 1: Appointment Setting
Module 2: Running a Great First Meeting
Module 3: Asking Fantastic Sales Questions
Module 4: Positioning the Value Proposition
Expected behavioral and business outcomes:
• Increased number of first meetings
• Decreased sales cycle length
• Deeper sales rep impact made during first meetings
• Improved transmission of “sense of urgency”
• Less wasted time on “dead end” prospects
• Improved brand representation in the field
• Increased ability to drive sustainable opportunity momentum
• Higher degree of sales rep face-to-face confidence
• Asking “emotional questions” and communicating understanding
• Improved sales rep ability to position his/her position personal value and contribution in the relationship
Discovery
Module 1: Understanding ALL the relevant Data Sets
Module 2: No surprises! Teeing Up for a Logical Close
Expected behavioral and business outcomes:
• Wider sales rep sales "field of vision" when approaching each prospect
• Less transactions, more relationships
• Higher sales rep confidence in ability to develop multiple opportunities within one prospect
• Increased average opportunity size
• Decreased overall sales rep anxiety throughout the sales cycle
• Increased sales rep strategic thinking throughout the sales cycle
• Improved sales rep anticipation of possible “deal breakers” and how to address them early
• Decreased “11th Hour” stalls
Business Case
Module 1: Connecting the Recommendation to the Wants and Needs
Expected behavioral and business outcomes:
• Improved sales rep ability to communicate understanding of a prospects "life wish-list"
• Improved sales rep ability to link a recommendation’s value proposition and service offering to each individual prospects business “wish-list”
• Improved sales rep skill base in sustaining “sense of urgency” and thus maintaining / increasing opportunity momentum
• Improved sales rep skill base in articulating the “why” vs. the “what” when constructing the recommendation
Recommending & Closing
Module 1: World-Class Presentation Skills - Learning The “Pin-Back Method”
Module 2: Closing Skills - Asking for the Order
Module 3: Objection Handling (in the 11th hour)
Expected behavioral and business outcomes:
• Deeper understanding of the value of presentation preparation
• Dramatic increase in sales reps’ presentation skill, comfort, command, and ability to transmit complex concepts
• Becoming proficient in “pinning-back” the recommendation’s critical strategies and services to the prospect’s wants and needs
• Realization that the “close” is not and event, it is logical end of a process
• Learning the magic “red flags” question
• Positioning the timeline of events that begin our relationship formally
• Improved ability to uncover the “invisible decision makers”
• Material growth in “closed” opportunities and new relationships
