Analysis and discovery of the exact selling challenges you and your organization face today.  We first want to determine what specifically you want to accomplish.

External:
          
What is your offering and how are you positioned in the marketplace? 
Who are your competitors? 
Who are your customers?

Internal:

Which stage in the sales process is the most challenging and why?
What are the strengths and weaknesses of the current organization?
                       
Process:          

What is your sales process today?
How are you tracking and forecasting the progress of opportunities?
How does the organization qualify and disqualify opportunities?
When and how do you use proof? ( demos, presentations, trials, pilots)?
What happens during the negotiations and close sequence?

Based on the analysis in step one we will work with you to configure a specific tactical program that addresses the areas of need.  Variations in the scope, length and cost of the program are wide.  Therefore, it is up to you to chose the degree of intensity of the remedial action based on the scope of the need.

Seminars:  Available in ½ day, 1 and 2 day duration.  Seminars are design to provide a framework as the first step toward the necessary changes in sales process and procedures.  Seminars do not include sales simulations or role play practice.  However, all participants will learn very specific sales tactics that they can implement immediately after the program.

Workshops:  Available in 1-4 day durations that can be executed in a single session or over multiple sessions.  Our workshops are the most intense form of sales training available and are customized for your business, industry, products and services and target customers.  All participants will practice what we teach and will be fully capable of executing all the skills and methodologies in the program – from prospecting (warm and cold) and business development to negotiations and close. This is the complete course of the consultative selling methodology which includes the following core subject areas:

1. Lead generation & prospecting
2. Business Development for account managers
3. Solution Develop and needs analysis
4. Opportunity qualification and disqualification
5. Sales cycle management
6. Cost benefit and business case development
7. Negotations & close
8. Pipeline and opportunity forecasting and management