Tailored In-house Training Options

Effective Management of the Sales Process

Module topic suggestions: 

Building a clean and health sales funnel

Monitoring and managing your own performance

Consistently Accurate Forecasting

Generating accurate forecasts and consistently delivering what you commit to can be challenging for many sales professionals but is crucial in making informed business decisions.

Understanding the importance of an accurate forecast

How to structure an accurate forecast

Learning your company forecast language 

Territory Management & Sales Area Planning

Exceeding your sales targets, meeting the short and long term growth expectations of the business and optimising coverage across your territory are all possible with the right territory management and sales area planning skills. 

Using your business knowledge to prepare a realistic sales plan

Optimising coverage of your territory

Making the best use of your time and resources

Working effectively with key internal stakeholders

Executing your plan

Making Prospecting Effective and Fun!

Effective prospecting is necessary to generate sufficient sales leads to build a healthy sales funnel and to gain continual insight into the markets of interest. However, prospecting fills many sales professionals with a sense of dread and therefore, it often gets ignored until it’s imperative – but it doesn’t have to be this way.  

Successful prospecting methods in the modern, digital world

Making prospecting fun

Investing the right amount of time in prospecting 

Fast & Effective Qualification of New Leads

Qualifying sales leads effectively has a significant impact on company resources – as well as your own. Take the time to learn the skills necessary to make good, early decisions on whether to convert a lead to a sales opportunity.

Losing fast and early as an effective strategy

Assessing the deal makers and deal breakers

Identifying relevant stakeholders for effective qualification

Truly understanding the customer need and its importance in qualification

Understanding the cost of sale to you and your organisation

Professional Sales Calls in the Hybrid Selling World

Using digital platforms for sales calls is becoming increasingly commonplace so it’s essential that professionals learn how to make successful and engaging sales calls using digital platforms. 

Understand and replace what is missing from a normal face to face sales call

Preparing and planning for sales calls effectively

Understanding and avoiding common mistakes made during sales calls

Taking take control of the conversation

Mastering the technology and logistics

Managing & Overcoming Objections

While sales objections are normal and nothing to be worried about, it is important that your sales team know how to handle them. Learn the fundamentals of objection handling.

Clear the objections and concerns to contribute to the improvement of your sales cycle times.

Uncovering objections before they arise

Managing and overcoming objections

What are real vs. false objections?

Use of the IF question in objection handling

Objection handling and effective use of proof material

Delivering a High Impact Presentation

Whether you want to secure resources, gain commitment to projects or encourage buy in to your ideas, knowing how to deliver a high impact presentation is essential to success. With the right skills, sales presentations can strengthen trust with your customers and attract new ones. 

The qualities of a great presenter

What does a high impact and memorable presentation look like?

Identify and avoid common mistakes presenters make

The key principles for preparing and delivering a high impact presentation

Adapting your presentation approach

Ensuring a clear call for action

Delivering a Successful Product Demonstration

Product demonstrations are an important tool to convey the value of your product or service to a current or potential customer – so it’s essential your sales team know how to deliver them well. 

Plan and prepare for a demonstration with your applications team/support team

Understand the key principles for a successful product demonstration

Working with success criteria

Contingency planning

Identifying and avoiding the common mistakes

Gaining commitment and ensuring an effective follow up

Effective Negotiation Skills

Good negotiation skills are invaluable in helping buyers and sellers avoid conflict and arrive at agreeable deals. As a core competency in sales, it is absolutely crucial that your sales team can negotiate professionally and successfully. 

The key steps of any negotiation

Prepare and plan effectively for any negotiation.

Creating value or sharing value

What is trading vs. giving?

Manage the price discussion through the sales process

What is a WIN / WIN negotiation?

Key Account & Account Management

Develop and implement strategies and plans for successful account management that results in greater sales volumes and long-lasting strategic relationships that the account is reluctant to replace.

A planned and systematic approach to (key) account management

Using data, facts and validated information to support business decisions

Securing internal and external resources required for success

Move effectively up and across the hierarchy in an account

Locking your competition out

How Social Selling can Underpin Success

Leveraging the power of social media can help you stay at the forefront of your customers’ mind, prospect for new business and generate sales leads. With social media playing an increasing role in sales, even across the science and technology industry, it’s important to keep your skills stay up to date. 

Optimising your professional profile

Getting the most out of social media platforms

Creating content for social media: it’s not just for marketing

Use social media in harmony with other channels

Can't find what you're looking for?

If you have a unique business challenge or need that isn’t addressed by any of the topics listed then please contact us. We’ve spent over 20 years training, coaching, and consulting with companies within the science and technology industry – so chances are, we have a solution. 

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