1. Sales Engagement Program
This workshop brings together the unique combination of opportunity management and sales execution into a highly interactive 2-day program. It will have a dramatic effect on sales effectiveness, by improving your ability to identify, win, retain and grow profitable customers.
The Sales Engagement workshop will give you the ability to be able to quickly and rigorously qualify opportunities to ensure that the opportunities that are being pursued are winnable opportunities. It will then help you to identify the key players who are in the ‘Circle of Influence’ and to implement a competitive strategy to successfully manage the opportunity. These activities are documented in a ‘Win Plan’, which is the vehicle to manage the sales campaign. You will learn how to gain access and interest of senior executives by being able to effectively execute sales calls on all levels of customer management. They will learn how decisions are really made and how they can influence those decisions to ultimately gain commitment and close the deals.
The ‘Sales Engagement Program’ is split into the following 8 modules:
- Today’s Business Environment
- Understanding the Customer's Environment
- Opportunity Analysis for assessing and qualifying opportunities
- Identify the Circle of Influence for the defined opportunity
- Developing a winning, competitive Strategy
- Executing the Plan to ultimately win the deal
- Gaining Access and Interest of the key players
- Handling Objections and Gaining Commitments
What are the Business Benefits?
The business benefits of the Sales Engagement Program are to:
- Increase revenue through being more effective at working with the senior executives and decision makers
- Increase the size of deals through having the ability to unearth the real needs and be able to align the right solutions
- Increase win-chance through improved qualification of opportunities and more effective management of the opportunity
- Improved team communication by having a common language and approach to managing opportunities
- Increase customer satisfaction and ultimately retention through having greater knowledge of the customers business and their key focus areas
- Shorten sales cycle by talking to the right people, about the right issues at the right time.
Usual cost $2000.00
Presented by: METTA Group - Clive Wilkinson
4 and 5 February 2009
9:00am to 5:00pm
Royal Hobart Yacht Club
Only 15 places available