Sales Excellence

Course Overview

This course will support the development of knowledge and market insight to build transformational and value led client partnerships.  Typical job roles include Account Executives, Account Managers, Customer Success Managers and Business Development Executives.

Key Outcomes from Sales Fundamentals

• Identify how to use market insight to prepare for a meeting by creating a STEP analysis
• Build the value of your proposition through ‘storytelling’, proof statements and testimonials
• Explain how to measure commitment to drive sales pipeline and commitment using the commitment matrix

As this course is interactive delegates are required to bring their own mobile device to this session
 

Training Approach

Prior to attending the course delegates will need to: 

• Have awareness of the return on investment their solution or what their value proposition delivers to clients
• Have a number of clients or prospects to practically apply their skills to during the session 

Session details
Session 1: 
Topics in this session:

• The skills and tools needed to be a Transformational seller in a client account
• How to build and create value through effective use of proof statements and demonstration of return on investment

Session 2: 
Topics in this session:

• Storytelling techniques that demonstrate how you have delivered a return on investment for other clients to help build and deliver your value proposition 
• Creation of a matrix that drives commitment and engagement throughout the sales process and cycle

Evaluation
Delegates will apply the skills gained in a final consolidation exercise that showcases how they will build a transformational partnership using the partnership approach.
 
Next steps 

• Account Management (Link to)