Sales Training & Consulting, Business Strategy,

Business Performance Improvement.

Advanced sales training programmes for IT and High Tech companies - Modules are delivered as a continuous integrated programme, as individual workshops over an extended period, or as a seminar / conference speaker programme - they are:

Understanding Your Customer - Finding Value and Solution Sales Opportunities:

• Identifying business changes that drive opportunity
• Finding opportunities in the existing business infrastructure
• Discovering strategic direction driven opportunities
• Understanding how your solutions support the business and add value
• Achieving competitive advantage by finding new value add opportunities

Developing Your Winning Sales Strategy: -

• Identifying the right sales approach, 
• Matching your sales strategy to customer's buying process, 
• Qualifying opportunities
• Developing your sales strategy, 
• Influencing decision criteria, 
• Building networks, 
• Identifying key people and their role in the decision process
• Getting key people on your side
• WINNING - Five strategies for beating the competition.

• Pre-call planning and preparation; 
• At the start - What happens next; 
• Meeting strategy; 
• Do's and don'ts
• The things they never teach on sales training courses

• Building rapport; 
• Tailoring your conversation; 
• Developing your value proposition; 
• Asking the right questions; 
• Responding to objections; 
• Gaining commitment.

Frequently an under-performing sales team is not because they don't have the skills but because the sales plan, sales process, sales tools and support infrastructure are not developed and aligned for sales success.

I make your trained and competent sales force capable of delivering on its sales targets.

I identify where and what improvements can be made in the sales plan, sales process sales tools and support infrastructure - delivering the appropriate combination of sales consulting, facilitated performance workshops, sales training, sales coaching and mentoring programmes, developing the improvements and enabling your sales teams to WIN more business, e.g:

• Building your own tailored sales framework
• Creating the Right Sales Process and Infrastructure
• Developing the Sales Aids that Support your Sales Process
• Enabling the Creation of Winning Proposals & Sales Bids
• Developing and Improving the Sales Plan
• Developing Your Sales Strategy
• Managing the Selling Cycle
• Managing Your Key Accounts
• Dealing With Competition
• Improving Sales Performance Through Team-working
• A Winning Value Proposition

Team Planning Workshops

Team Planning

A superior team working process and planning tool for sales, marketing and strategy, business performance improvement and problem solving, e.g. sales & marketing performance issues, winning sales bids, new market opportunities, new products & services and business strategies - delivering programmes that add value and competitive advantage through workable plans, owned and committed to by your people, ensuring all team members contribute to it, understand it and agree it.

Workshops are hard work, fun and stimulating, creating a real team­working environment.

The Process & Environment

Team Planning uses: a controlled environment, ground rules, specific roles and structured process, and incorporates creative thinking and problem solving techniques. At the end of the workshop the process and output are recorded and presented to the Senior Management Sponsor for approval and progressing.

A project consists of single or multiple workshops. We work with you to develop the brief. The process includes pre­-workshop guidance and post workshop support for implementation.

The Results

Team Planning helps sales, marketing and strategy teams, functional, cross functional and cross organizational work groups and problem solving teams tackle business opportunities and meet organizational objectives.

Team members take ownership, develop and evaluate alternative solutions and create workable plans. Individuals bond and work better together, productivity increases, energy and enthusiasm are multiplied and people feel they have a stake in the project's success.

"If these are the results we can expect from the workshops; you can run them as often as you think necessary - no further authorisation is required."… ...........

Systems Engineering Director

“... the results of this planning workshop will be seen in the future success of the product set throughout the telecommunications industry.”

T K Product Management Director - VP’s staff