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 firstname.lastname@example.org.
Workshop Subject Matter
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.
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.
Demand generation though a targeted approach of networking/referrals, research, and phone appointment setting.
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.