Sales Excellence Core Methodology™

Learning Objectives

After completing this program, participants will be able to:

• Understand, measure, and manage the four major factors that determine your revenue results.
• Manage a portfolio (pipeline) of sales opportunities to ensure the achievement of their sales goals.
• Understand all of the influencers and approvers involved in a typical customer’s buying process.
• Better understand how each of those influencers and approvers think, what they really want, how they perceive value and risk, and what ultimately drives them to take action in a buying process.
• Qualify sales opportunities using a criteria-based qualification process based on the ten elements of why customers buy.
• Develop a deep understanding of their customer’s buying process and all the stages, steps, and people involved.
• Use the steps of our sales process to help the customer work though the stages and steps of their buying process.
• Further qualify sales opportunities using a criteria-based qualification process based on the ten elements of how customers buy.
• Sell higher and wider to gain access and build relationships with all of the influencers and approvers involved in the customer’s buying process.
• Work with your prospective client to “frame” (i.e., establish a time frame for) the sales opportunity in order to stay aligned with your customer’s buying process.
• Reverse-engineer your customer’s buying process and create a Customer Results Plan to help them manage and work through their process.
• Structure each sales opportunity in the portfolio (pipeline) to close by recognizing and dealing with obstacles or roadblocks within your customer’s buying process before they become objections.

. . . and much more!

Day One – Morning Session
Introduction and overview
Elements of the Sales Excellence prospecting system
The difference between marketing and prospecting
Getting off the business development roller-coaster
Introduction to the business development process
Tracking your business development progress

Day One – Afternoon Session
Understanding why customers buy
Diagnostic questioning about current state “A” (exercise)
Diagnostic questioning about desired future state “C” (exercise)
Understanding you customer’s Action Drivers
Questions to reveal your customer’s Action Drivers (exercise)

Day Two – Morning Session
Prospecting research and preparation
Using the Company Research Template (exercise)
Using the Executive Research Template (exercise)
Sources of company information
Leveraging networking and referrals

Day Two – Afternoon Session
Crafting your prospecting approach
The elements of your prospecting message
The elements of an effective prospecting letter, fax, or email
Utilizing the multi-pronged approach
Effective telephone technique
Developing a 90-Day Prospecting Plan (exercise)
Creating a monthly plan of action

OnSite Program
The onsite version of this program is typically delivered in a two-day “working session” in which attendees will apply the concepts and tools presented in the course to actual opportunities within their current sales portfolio (pipeline). The workshop involves multiple small group exercises that give participants a chance to practice what they have learned in the course. The material in this course is frequently combined with that of other workshops to create a custom program that is tailored to address the specific needs of your sales team. The program can also, if necessary, be structured as an intense one-day program and is the perfect addition to a scheduled sales meeting or kick off.

Web Workshop Series
This program can be delivered via web conference as a series of twelve (12) one-hour modules to groups of any size at a frequency that makes sense for you and your sales team. This format is perfect for companies with a distributed sales force who seek to reduce travel expenses as well as time out of the field.

Video Highlights

Video coming soon . . .