Languages: English, French, Dutch
Price (from): €1,500 / day
30 years of experience in sales, sales management and general management across Belgium, The Netherlands, Luxembourg and France.
Main experience into B2B IT software companies.
Help companies making the transition to sales discipline.
About the training
Sales productivity is still THE N°1 challenge for 65% of B2B organizations. Many sales methodologies have been developed, each with their specific strengths and focus areas. Some of them addressing sales efficiency; once you are in front of the prospect, it increases qualification and turns implied to explicit needs while generating value.
Sales effectiveness, however, is about reaching out to the market with the right messaging and value propositions, about managing opportunities through the sales cycle.
This sales acceleration training addresses these 3 issues and will result in serious productivity gains. This program is a compilation of best practices based on recognized sales methodologies.
#1 A 1-day session with marketing and sales leaders to address positioning, go-to-market, sales cycle management. This is essential as input for the sales training.
#2 Discovery - Stimulate interest 1-day session addressing the basics – planning and SPIN selling and pipeline alignment
#3 – Commit – Value creation - 1-day session – turning implied needs into explicit needs – customer buying process alignment – forecast and pipeline management
After this 3-day training, implementation and coaching services can be obtained to embed the program into the organization.
Marketing & sales alignment session – the value gap perception
Discovery - Stimulate interest
Commit – Value creation