Workshops
-
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)
-
Account Development
To expand an existing client is in most cases less cost intensive then to win a new one. This especially also because an existing client already knows you and we can count on the support of different persons from the Buying Centre.
-
Presentation Structures
In the workshop «Presentation structure» you get tipps how to structure an attractive presentation.
(Some content impressions) -
New project / new client winning
It becomes more and more difficult to win new clients and projects. This because products and services become more and more similar. The client wants to reach with our solution a value add for his business. For this reason we first have to understand the client’s business first.(Video)
-
Identification
When you know how you could attract a new client you have to get into contact with them for the first time. Also today you have to use the telephone for this activity. The first "30 seconds" of the telephone call are the most important ones.
-
Qualification
The saying “the one who is asking is leading” is absolutely right in this sales phase.
The more I know about a client in the beginning the easier it will be later to develop the value propositions. (Video) -
Cover-the-Base
Good sales see one of theirs main reasons why they win more projects in the fact that they know at the right time the right people.
(Video) -
Proposal
-
Decision
-
Implementation
Very often there is a gap between the sales process and the following implementation. The client does not understand why information he gave the sales person not was communicated to the implementation people.
-
Reference Development
What is better then to have successful clients who recommend you. This without the help of us.
How you can reach this we like to prepare with you and your team during specific workshops. -
Conflict Management
The information about the workshops is under construction. If you would like to get information please send us an e-mail.
This email address is being protected from spambots. You need JavaScript enabled to view it. -
Becoming an „Inspire Sales“
Customers no longer want Sales merely to explain to them which products will best solve their problems: nowadays they already know that. Rather, they expect sales staff to have an in-depth knowledge of their sector, business processes and relevant key performance indicators. What the customer wants is to talk about their business challenges, and they are extremely receptive when salespeople suggest ideas to generate new business.
-
Management Coaching
One of the business goals of a sales manager is to coach his sales that they reach the targets. That means that each sales person has to be developed individually . This needs about 50% of the managers working time. So it should be! Practice shows that most of the sales managers invest for coaching about 5 to 10% or their time.
(Video) -
Sales Base
The information about the workshops is under construction. If you would like to get information please send us an e-mail.
-
Junior Sales Education
The information about the workshops is under construction. If you would like to get information please send us an e-mail.
This email address is being protected from spambots. You need JavaScript enabled to view it. -
CRM Method
Sales is the motor of each company. Are the sales figures not balanced the whole company has a problem. But where are the reasons when the important project can not be closed? Which needed information we could not gather to position ourselves correctly to win the deal?
-
CRM Support
Researches have shown that CRM (Customer Relationship Management) – software projects are successful when the person were closely involved who have the market information.
