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InfoMentis programs for sales and business development are designed to increase
the effectiveness of your professionals in uncovering, developing and closing
new business opportunities. InfoMentis programs address the areas of
management, strategy and execution:
Management
Strategy
Execution
Selling Technical Services
Coaching and Mentoring are key to change management and to the
performance of your team. Our programs help your management team better
understand how to assess and address the needs of their team members and how to
coach their team for performance improvement in a timely fashion.
Creating Competitive Advantage addresses best practices for winning
competitive opportunities. This helps salespeople close more business faster,
and helps sales organizations increase sales effectiveness, enhance pipeline
management and improve forecast accuracy. This program creates winning
strategies and competitive differentiation through analysis of the customer's
life cycle issues, competitive pressures, value chains and buying cycle.
Creating Winning Pursuits helps professional services firms acquire new
clients and win new business with existing clients. This enables the pursuit team
to proactively manage the client's solution selection process, while creating
competitive differentiation and leveraging your expertise. We focus on
enhancing business development capabilities which improves pursuit success rates,
reduces client acquisition costs, increases predictable streams of revenue, and
creates added value for your client. We also help establish the trust and
credibility needed to gain buyer confidence. Implementation, execution, and
success of the methodology are streamlined through the use of the innovative
Competitive Analysis Tool, an electronic application that guides the
professional through the program and provides improved communication among the
pursuit team.
Sales Strategy Development helps participants build strategy and
execution skills for uncovering and understanding buyers’ drivers, confirming
opportunity information, aligning solution components and understanding how to
neutralize competitive threats while developing and delivering messages to the
client in a clear, concise and compelling manner.
Opportunity Strategy helps your team understand how to approach an
opportunity, what strategies are appropriate for different types of
opportunities, and how to align the activities of a sales campaign. The
alignment of strategy and execution helps make the sales cycle more predictable
and controllable, improve win rates and gain better forecasting consistency.
Two components key to shortening sales cycles and increasing win ratios are
understanding where and how to improve the skills from an individual and a team
perspective.
Personal Sales Effectiveness helps the individuals on your sales team
develop skills in the understanding of buyers’ business and personal drivers,
matching solutions to those requirements and delivering the message to your
buyers in a compelling, competitive manner.
Team Sales Effectiveness addresses the needs of team preparation,
consistency in delivery, and alignment between your solution and the needs of
your entire buying audience.
Key topics:
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Discovery Techniques
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Uncovering the key information needed to build a strong solution for your
prospects
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Understanding and using high yield questions
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Gaining insight into the influence structure within your prospect base
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Setting and uncovering competitive traps
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Early positioning of your solution
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Gaining insight into the business needs and priorities for your prospect
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Competitive Positioning
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Staying ahead of the competition
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Anticipating and avoiding the potentially hazardous traps set for you
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Aligning competitive differentiators with client needs
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Articulating your position in a strong and positive manner
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Setting and uncovering competitive traps
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Developing and delivering a compelling competitive message
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Analyzing and using competitive strategies
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Gaining competitive advantage
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Objection Handling
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Turning objections into powerful selling opportunities
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Seeing objections as opportunities to clarify misunderstandings
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Differentiating your solution
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Building credibility in your solution
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Thinking faster on your feet
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Fending off competitive challenges in a clear and assured manner
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Anticipating objections and predicting where they will come from
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Customer Collaboration
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Creating and using joint evaluation plans
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Bridging the gap between the selling process and the buying process
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Mapping prospect needs to your solution
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Developing and using joint evaluation plans
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Making the prospect part of your solution development
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Triangulating prospect information
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Demonstration Techniques
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Developing the content of your message to prospects and customers
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Aligning tactical plans to execute your strategies for selling and delivering
complex products and services
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Identifying what to say, how to say it and who needs to hear it
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Aligning product demonstrations with prospect needs
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Tying prospect needs to your solution and associated benefits
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Personalizing benefits
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Incorporating competitive positioning in demonstrations and presentations
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Call Planning
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Developing a call strategy
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Understanding expectations for you and your prospect
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Defining optimal and minimal objectives
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Identifying roles and responsibilities
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Identifying information to be gathered on the call
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Preparing an agenda
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Setting competitive traps
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Anticipating objections
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Identifying next steps and return tickets
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Presentation Skills
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Managing the presentation environment
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Delivering a compelling and entertaining presentation
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Understanding how to create a virtually bulletproof presentation environment
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Assuring a smooth-running presentation
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Personalizing your message
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Managing teams in presentations
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Aligning your messages to the needs of the audience
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Using visuals in presentations
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Planning for presentations and meetings
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Communicating Value
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Identifying your key audiences and their needs
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Linking the needs of your audiences to your solution
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Aligning technical solutions to business needs
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Developing and communicating individual benefits
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Preparing for meetings and conference calls
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Identifying roles and responsibilities of the team members
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Linking Business Needs to Solutions
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Identifying key buyers
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Mapping tactical business issues to business consequences
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Understanding who is impacted by business issues
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Using multiple points of proof for your solution
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Developing and articulating individual benefits
This process explores ways to improve execution of the sales and business
development process. You will better understand how to develop tactical plans
for selling and delivering intangible services to complex business
organizations.
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| “The "Personal Sales Effectiveness" training has been the best sales training course I have ever attended. I learned approaches that I know will help my team and me for years to come.” |
| Janet Kerr, Sales Manager, Allstream (formerly AT&T Canada)
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