| ROLE |
SKILLS ADDRESSED |
| MANAGEMENT |
• Coaching performance
• Mentoring for performance improvement
• Transitioning from sales to management
• Effective coaching sessions
• Assessing skills of your team
|
| SALES |
• Account/client strategy
• Sales strategy development
• Opportunity strategy
• Personal sales effectiveness
• Selling professional services
• Presentation skills
• Discovery techniques
• Handling objections
• Setting and uncovering competitive traps
• Competitive positioning
• Call planning
• Customer collaboration
|
| PRE-SALES |
• Demonstration techniques
• Uncovering customer issues
• Aligning presentations and demonstrations with client needs
• Understanding how organizations work
• Conducting productive discovery sessions
• Developing and using high yield questions
• Handling objections
• Setting and uncovering competitive traps
• Competitive positioning
• Improving presentation skills
• Aligning with strategic sales messages
|
| 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
|
| 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
|
