This robust program provides sales professionals with the entire framework needed to properly prepare for prospecting and sales calls, create dynamic discovery questions, overcome complex objections, close deals, and build long-term valuable relationships. The program immerses students in an interactive learning environment focused on improving sales performance and provides them with tools, templates, and best practices exploring with them, the DNA of a Trusted Advisor.
Uniquely, this program connects the sales framework with scientifically proven competencies that identify skills gaps, drive coaching, improve performance, and prepares future advancement.
Banner Photo: Sales Excellence – becoming a trusted advisor: Become a trusted advisor and build long-term valuable relationships. Business man and woman shaking hands.
A full sales framework with tools, templates, and best practices that provide immediate results such as:
Guided by a seasoned sales and executive leader in a collaborative classroom environment, students use their current real-world examples to yield immediate impact on their business.
* To optimize the learning experience of each participant, suggested enrollment is capped at 30 participants for each class at one time.
Sales and marketing has a trust problem. According to a 2016 survey of 928 respondents from around the world, only 3% consider a salesperson and their peers in marketing to be trustworthy. That’s only slightly better than politicians and lobbyist.
Many sales professionals struggle to balance rapport and actually helping clients achieve desired results. Relationship management is more than having cocktails with prospects and clients. It’s about genuine and mutual respect that comes from solving real problems.
Sales professionals are feeling the pressure to articulate the value of their solution amid less costly alternatives. This is especially true when selling into procurement organizations.
More stakeholders on the buyer side of the table lead to a complex decision-making process. Sales professionals must remember to take the time to ask questions that reveal the decision-making tree.
Automation tools help with prospecting, but sales professionals still need to have a relevant message, know with whom to communicate and how the message will be communicated. Effective prospecting is an art and a science.
According to a recent study, 63% of sales leaders said that building a pipeline of opportunities is harder than closing a pipeline of business. Pipeline management and forecasting are also considered top challenges.
80% of sales require 5 follow-up calls after the meeting. 40% of sales professionals give up after 1 follow-up. For the 60% that do follow-up more than once, what are they saying?
Talent and culture is always important. Add to the mix collaboration. In today’s complex B2B sales environment, the ability to collaborate internally with peers is perhaps more critical than ever before.