Overview

The program starts with a two-day onsite training to immerse your sales organization in the six step Strategy Development Advance Enterprise Selling Skills (SDAESS) process.  This initial classroom training uses a combination of presentations, customized case studies and role playing to introduce the sales professional to a logical and repeatable process while building their confidence in the behaviors necessary to achieve success within the process. 

To schedule a workshop for your team, please contact us today at info@strategydevelopment.com.

Workshop Subject Matter

Sales Process:
Understanding how businesses make acquisition decisions and how to shift the odds in your favor. Working a repeatable process to drive predictable results. 

Time and Territory Management:
Organization and planning. Understanding what good looks like and learning methods to manage territory activities so they don’t manage you.

Business Acumen:
Increasing general business knowledge to enable the diagnosis of business process gaps that can be remedied by your solution set. Understanding the motivation of different stakeholders within an account.

Prospecting:
Demand generation though a targeted approach of networking/referrals, research, and phone appointment setting. 

Questioning/Listening Skills:
Developing techniques to help your customer internalize their business challenges as well as positioning your company to address those challenges. 

Initial Sales Call and Presentation Skills:
Utilizing value propositions to create compelling business cases. Advancing the sales cycle by surfacing customer pain points.

Developing Winning Proposals:
Carrying the business case forward we present value focused, financially justified proposals. 

Account Planning and Customer Retention:
Maintaining the relationship and leveraging your current base for increased share of wallet.