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What We Do
We provide customized ad hoc sales team and sales management development programs—tailored to exploit your business’ unique strengths, strategy, market position, and sales processes.
Our training is NOT designed to replace formal sales training. Rather, our focus is to help you integrate training you receive from formal sources into the streamlined sales processes we help you develop.
If you are in need of formal sales training we can refer you to some of the very best training organizations who teach innovative, high probability sales approaches.
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Sales Team Training and Coaching
Based on your specific issues and needs, we can teach your team how to:
- Deliver a more powerful and compelling “sales story”—a story that clearly and concisely articulates your unique value proposition and differentiates your product, service, and/or company from the competition
- Use very powerful, but little known prospecting programs and techniques to more effectively identify and qualify your best prospects—reducing the number of “bad” deals or deals that never close
- Use sales force automation and other tools more effectively
- Develop compelling, ironclad, hard dollar cost justification to support the sale
- Use of a powerful set of scripts, surveys, and questioning techniques designed to help them get more appointments with the right people—more often
- Quickly “smoke out” potential deal-breaking objections—BEFORE they invest additional time and money pursuing low percentage deals
- Virtually eliminate the price objection and last minute, margin killing “giveaways”
- Identify the prospect’s most important reasons to buy and how to alter your pitch—on the fly—to address those reasons
- Utilize powerful account management techniques to virtually guarantee ongoing repeat business
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Sales Management Training and Coaching
Based on your sales managers’ specific issues, needs, business strategy, and objectives, we can teach your sales management team how to:
- Utilize a proven sales management process and personal development approach designed to produce a more effective, self-motivated, and productive sales team
- Develop, collect, and utilize a very powerful type of sales management measurement known as Key Performance Indicators to:
- Ensure that your business meets its strategic objectives, such as market penetration, product/service mix, revenue derived from new business vs. from existing base, etc.
- Spot and fix individual performance problems BEFORE his/her results are negatively impacted
- Spot and fix systemic problems, such as process problems, interdepartmental interaction problems, etc.
- Use a variety of powerful sales management tools to more efficiently manage your team—without reams of time consuming and expensive paperwork
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