| ROLE |
SKILLS ADDRESSED |
| MANAGEMENT |
• Coaching for improved performance
• Assessing your team
• The challenges of being an effective coach
• Using mapping as a coaching tool
• Dynamics of coaching
• The coaching session
• Event driven coaching
• Unplanned coaching
• Feedback and improvement follow-up
|
| MARKETING TEAM |
• Understanding your key buyers
• Aligning messages to key buyers
• Understanding the needs of field professionals
• Linking client issues to solutions to benefits
• Creating well-aligned presentations
• Gaining insight into customer perceptions of your organization and
solutions
• Developing effective marketing messages
• Creating effective campaigns
|
| CHANNELS |
• Portfolio planning
• Assessing partners
• Understanding partner business goals, issues and needs
• Business planning
• Building and maintaining strong partner relationships
• Communicating effectively with partners
• Sales and marketing with partners
• Creating effective campaigns
• Analyzing sales funnels
• Co-selling
• Coaching partners
• Reviewing pipelines
• Conducting business reviews
|
| BUSINESS DEVELOPMENT |
• Improving listening skills
• More effective call preparation
• Understanding and using high yield questions
• Uncovering prospect pains and issues
• Understanding prospect’s visions and needs
• Call planning
• Conducting productive calls
• Giving peer to peer feedback
• Understanding and articulating business benefits to prospects
• Managing gatekeepers
• Handling objections
|
