Sales Process

Experiences have shown that successful sales follow a sales process. This process is for every company different. During the workshop "Winning Complex Sales™" we work with actual projects and find out YOUR ideal and optimal sales process. (Video)

 

During this exercises your sales team will realise how important i.e. the contact to the right people (Buying Centre) is.

Workshop Overview
Winning Complex Sales™ workshops are designed to help account teams analyse and improve their sales process in current opportunities. Working in small teams, participants create an Opportunity Roadmap outlining a concise strategy and action plan that guides the team to success. The practical, easy-to-implement methodology and supporting tools help participants to quickly incorporate the concepts into daily business, resulting in short and long-term improvements in sales performance.

Who should attend

The workshop is targeted at sales professionals. For optimal results, complete opportunity teams should attend, including account managers, sales managers, pre-sales specialists, and consultants.

Workshop goals
  • Increase revenue – by improving action plans in live cases
  • Improve win rate – by identifying and eliminating sales process deficits
  • Better teamwork and coaching – using a common language for opportunity management
  • More accurate forecasts – through better control of the sales process
  • Improved resource utilisation – through better qualification and focus on the right projects
  • Maximise long-term impact – by ensuring that the concepts become part of daily practice
Workshop content

Understanding:

  • a customer’s formal and informal decision making process
  • Developing personalised value propositions based on customer needs
  • Improving opportunity team communication
  • Gaining trust and credibility at multiple levels in the customer’s organisation
  • Gaining access to the customer’s complete buying center
  • Securing the sale and accelerate the buying process using compelling business cases
  • Obtaining customer commitment to a joint action plan for the sales process
  • Improving project qualification to determine which opportunities to focus resources on
  • Analysing wins and losses to prevent poor sales practices from being repeated
  • Managing selling time to achieve short, medium and long-term goals
  • Staying ahead of the competition by converting training into action
Duration

The two-day workshop begins both days at 8:30 ending at 19:00 on the first day, and at 17:00 on the second day. The first implementation review takes place three months after the workshop.

Preparation

To maximise the benefits of this workshop, participants complete a short assignment in which they analyse wins and losses and describe their current position in 1-2 important opportunities. Participants apply the workshop concepts directly to the opportunities submitted.

More Informations

We also support you and your team in the different phases of the sales process, like:

  • Efficient winning of new projects
  • Telephone acquisition
  • Questioning techniques
  • Presentation techniques
  • Closing techniques
  • Complain management
  • Account Management
  • Customer care
  • Sales coaching