Opportunity Management Workshop
This Workshop gives a Sales Professionals the key tools and processes that can help him or her succeed with their Team. It focuses on "What to do" to be successful!

Process Management -v- Results Management
This module helps establish a foundation stone of successful selling, ie: "that you cannot manage results; only the things that deliver those results!" It also covers the basics of Funnel and Activity Management, and the interaction between them. It ends with a complete Sales Process description. [YOUR Selling / Customer Buying Process]

Focus on YOUR Key Controllables
This Module helps Sales Professionals define the things that contribute to their Success that lie within their Control, and how to focus on these [The Personal Success Checklist, or PSC, is introduced as the tool to reinforce this clear focus]. The same principles are used to define the same things for the Sales Manager of the Sales Professionals [along with their PSCs] The module is pivotal in cementing individual Accountability and Focus.

Leadership via YOUR Strategy & Plan
The Module builds the case for any successful Sales Professional having a Plan that describes how he/she will achieve or exceed key $ Goals.

Using a sample Plan normally built for their Sales Manager), a Tutorial is given on "How to Plan' prior to an overnight exercise being set for each Sales Person to complete a Plan for his/her Territory or set of Accounts. During the next day, a sampling of these Plans are presented back to the Group for tutorial and coaching purposes [Annual Plan].

Opportunity & Activity Management
This critical Module assumes that each Sales Professional now has an Annual Plan and focuses on the Tools and Processes of how to manage on an ongoing basis to achieve the Plan.

This includes:
a. How Sales Professionals can maximize their time on Selling Activities [using the PSC]
b. How to use and review an Opportunity Tracking & Funnel Management & Win/Loss Tools to increase the quantity and quality of the sales opportunities to ensure they make their annual Goals [Funnel]
c. How to translate their Funnel into improved Activity Management for themselves.
d. An Overview of the positioning and use of Account and/or Major Opportunity Plans [KAP & WTBD]
e. How to Forecast accurately to their Manager.

Sell 2000 Workshop

This Workshop gives a Sales Professionals the basics of Face-to-face Selling via:
a. Tutorial that covers: Why do People Buy/not Buy, plus selling to different Personalities

b. Tutorial that covers the anatomy of a Face-to-face Call (e.g.: Introduction, Opening, Initial Benefits Statement, Questioning, Qualifying, Closing etc.)

c. Simulated Practice via 2-3 Role Plays that exercise participants in Case Study Calls customized to the environment of your Company.

ePresentations that Sell Workshop

This Workshop helps Sales Professionals use powerful tools like PowerPoint to sell more effectively via:

a. Tutorial that covers: How to Design and Build an Effective E-Presentation to meet a specific Sales Objective

b. Simulated Practice via 2 Role Plays that exercise participants in Case Study Presentations customized to the environment of your Company.

Intro to Selling Value & Solutions Workshop

This Workshop gives a Sales Professionals the understanding and differences between traditional selling models (eg: Relationship Selling) and Value Based Selling and Marketing.
To make this Module extremely relevant, recommended prior customization includes:

a. Defining Key Target Segments that you need to sell to

b. For each Segment, who are the Key Buyers and what are the Value Propositions for each ["Segment at a Glance" Tool]

c. Building a Case Study around a Target Account

Selling Value, Selling Solutions, Selling High Workshop

This Workshop gives Sales Professionals the key tools and skills to sell Higher Value Offerings (eg: Solutions or Outsourced Services) to Executives.

Normally it includes the Module, Selling Value & Solutions, and is built around a Case Study so that Role Plays can exercise Sales Participants through some of the key stages of the Selling Process, eg: Initial Research, Developing key Value Propositions, Gaining Appointment s with Execs, 1st Meetings with Execs, High Level Presentations, etc.

To add realism, we suggest that your Company's Exececutive take the Exec Meeting Role Plays.

Key Account Planning Workshop

This Workshop gives Sales Professionals the key tools and skills to develop Account Plans for their Key Accounts which:
a. Optimize the Value of your Company to that Key Account

b. Maximize the Revenues and Profits that you receive from that Key Account.

Normally it includes the Module, Selling Value & Solutions, as the Account Planning Process is based upon a Value Based Model.

Then, in addition to reviewing the principles of how to develop such a Plan by reviewing a Case Study Account.

Participants work on a "live" Plan for one selected Account each. Thus, as this Plan is developed or updated, selected participants are asked to present their Plans for coaching and tutorial purposes [Key Account Plan …or KAP]

Partnering for Success! Workshops

These Workshops are described in our Partnering for Success!