Consultative Sales Excellence
Consultative Sales Excellence (CSE) is a 2-day skill development program that teaches the core skills required to truly add value in a business-to-business sales environment.
- Enables your sales people to use a “pull style” of communication to help them fully understand customer’s needs BEFORE they start raving about products and services.
- Changes the dynamic of a customer meeting and allows a sales person to position their offering in line with the true needs of the buyer.
- We provide the tools to turn your sales people into consultative sellers before every customer meeting.
Strategic Sales Excellence
Strategic Sales Excellence (SSE) is a 2-day skill development program that builds directly on the skills learned (and hopefully mastered) in CSE.
- Your sales people learn the skills required to uncover and influence a buyer’s decision criteria.
- By understanding this, they are able to evaluate their competitive position in the account or opportunity.
- They can then execute strategies to improve their chances of winning, or qualify out to save time and energy.
- We provide the tools to help your sales people and sales leaders track their progress and identify gaps that need to be closed within any given opportunity.
Account Development Excellence
Account Development Excellence (ADE) is a 2-day skill development program that teaches the core skills needed to really develop (as opposed to simply manage) key accounts.
- By better understanding the customer – their environment, their business drivers, their strategy and the key players within the organisation – your sales people can quickly identify where and how they can add the most value through your products and services.
- They learn the skills needed to develop the right relationships within the account to facilitate sales in a way that adds value for the client and cements the relationship.
- We provide the tools to help your sales people and sales leaders evaluate their position within the account and develop a plan to improve their engagement and relationship, to ultimately increase sales.
Exceptional Sales Management
Exceptional Sales Management (ESM) is a 2-day skill development program that teaches the core skills required to effectively lead a diverse sales group in the modern workplace.
- Your sales leaders are provided with a detailed sales management toolkit and diagnostic tools to help them better understand their team and engage them more effectively.
- They develop a clearer understanding of team dynamics, sales meeting structure, the need to focus on activity (vs. simply results), 1 on 1 structure, professional development conversations, motivation, recognition and the need to adjust management style to the needs of the team member.
- Sales managers at all levels are provided with practical tools to drive better engagement and sales performance.
