Workshops
Opportunity Management: The Sales Cycle
Who is controlling the sales cycle, you or your prospect?Do you have a predetermined strategy to move every opportunity either to close or to get it out of your way?
Is there an objective for each opportunity and a strategy to match?
The Opportunity Management Workshop is highly interactive and addresses the most critical elements of winning clients including:
- The stages of the sales cycle
- Working up the Decision Ladder
- Identifying value from the Workflow Analysis
- Quantifying and verifying the Value Proposition
- Negotiation strategies
- Effective presentations
- Referrals
- Following up, closes and post-mortems
Who Should Attend: Owners, Sales Executives, Field Sales Managers, Sales Professionals
Duration: The standard workshop is two days
Price: The standard worshop price is $3,500
The Value Proposition: The Cornerstone of Selling
The value proposition truly is the cornerston of effective selling. A powerful value proposition will cover a multitude of selling mistakes. It is the language spoken by the CEO. A value proposition that is based on the CEO's metrics using her numbers is powerful. A strong value proposition increases the size of sales and increases the margin. A strong value proposition reduces the time in the sales cycle. A strong value proposition increases commissions.This workshop will scrutinize your value proposition. In this workshop you will see how value permeates every part of the selling process. You will learn how you can compete on a whole new level while your competitors are busy selling features and functionality.
Learn how to become a master of workflow analysis so that you can get quickly to the real concerns of the prospect. This will revolutionize the way you sell.
Who Should Attend:
Duration: The standard workshop is two days
Price: The standard worshop price is $3,500
PipeCast Forensics: Visibility into the Revenue Stream
Is your pipeline just a wish list?Acquiring a company? How do you know you can trust the sales forecast?
Being acquired? Want to create maximum confidence for the investors?
The PipeCast Forensics Workshop transforms your Pipeline and Sales Forecast into effective sales management tools. It is the use of analytical and investigative techniques to identify real opportunities. It includes such topics as:
- What information is important and why
- Getting everything you need at a glance
- The bridge to marketing and operations
- Winning the trust of investors
Who Should Attend:
- Owners will gain visibility into the revenue stream, talk with confidence to investors and keep a pulse on the organizations Find, Win and Keep process.
- Field Managers will become more efficient and more focused on the right support for individual sales professionals.
- Sales Professionals will be more efficient with their accounts and focused on the priority use of their time.
Price: The standard worshop price is $3,500
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