sales coaching, sales skills development

Sales Skills Development

Customer Interaction Sales development program is intended to sales experts and specialists involved in customer development and management, to help effectively build and develop customerships and sell value of services, ideas and solutions in Business-to-Business environment. Customer Interaction Selling is intensive, participant- and exercise centered program.

Content will be tailored to each company’s operational environment and market situation. The effectiveness is based on Action Learning by working with real customers. The actual sales cases will be simulated during the process. The program consists a development path of core and advanced skills, boosted with coaching and personal interim tasks to facilitate skills deployment and improved results in participants’ own work.

Development can be executed both face-to face-and virtually.

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Sales negotiations

Succeed in negotiations

This training will help participants to improve their negotiating skill level and performance. Successful Interaction Negotiations comprises four elements: strategy, process, tools, and tactics.

Strategy comprises the top-level goals – including relationship and the final outcome.

Processes and tools include the steps to follow and roles to take in preparing for and negotiating with the other parties.

Tactics include more detailed statements and actions and responses to others’ statements and actions.

Interaction persuasion and influence, as these have become integral to modern day negotiation success, and so should not be ignored.

Participants will be introduced to the negotiation process and shown how it can be used to manage in their negotiations in a more professional and competent way. Through relevant case studies they will learn how to apply negotiation theory to real-world situations and will have the opportunity to practice negotiation techniques in positive learning environment. Recorded role play simulating realistic negotiations that allows participants to see themselves and be coached in real-time. Reinforcement sessions and coaching are available to ensure the change.

After training, participants are able to close more deals, quicker and more profitably, develop deeper business relationships to improve their company’s bottom line.

Development can be executed both face-to face-and virtually.

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Sales Interaction skills

Key Account Management

Key Account Management consists development of vigorous elements of managing and developing customerships. Main focus is how to design customer-oriented processes for mutual growth.

Program comprehends:

  • Key transformation of business markets and shift in creating value
  • Process outcomes and benefits of developing and implementing KAM
  • Managing Key Customers
  • Roles of Key Account Manager and KAM Team
  • Usage of Key Account Management Toolbox
  • KAM Implementation Plan
  • Planning formats for Managing Key Accounts

Program content and weight points will be planned and executed according to each company’s challenges in using KAM presently and their desired future state.

Program Objectives are:

  • Define and adopt comprehensive KAM process
  • Learn and use customers’ business value targets to facilitate change from project sales to solutions
  • Have united way to participate more effectively in all phases of each customer’s buying process
  • Approach all necessary decision makers and understand their action drivers to shorten sales cycles
  • Use different approaches to keep the process alive and moving forward
  • Manage better exclusive KAM customers – and build continuous added value
  • Enable and handle all elements of co-operation possibilities during calls to enable sales of full portfolio
  • Enhance proposal management
  • Utilize tools and ways to enhance closing agreements
  • Increase profitability with better skills to position value and negotiate price

Workshops can be executed both face-to face-and virtually.

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Myyntitiimin kehittäminen

Capture Team Management

The Capture Team Management Process is a proven multi-step approach to winning major projects. It involves anticipating, understanding and influencing customer requirements; aligning technical, managerial and commercial resources with the customer; optimizing technical, financial and risk trade-offs; developing strategies for competitive differentiation; and, planning a comprehensive campaign to prove the benefits and added value of your offering in a highly competitive procurement process.

The Capture Team effort should be seen in the context of the overall system of winning business, including marketing, opportunity selection, building strategic accounts and developing ongoing relationships with clients. The Capture Team is an important element in an ongoing account management process where different parts of the global organization come together for managing a specific, complex, time-constrained, strategic sales effort.

The objectives of the Capture Team Process are to:

  1. Win a higher percentage of major new projects than the competition.
  2. Develop a common inter-segment approach to winning business.
  3. Examine changes in markets and customer organizations and find ways to deal with them.
  4. Build successful winning teams.
  5. Share best practices for winning large contracts across the company.

The Capture Team Process covers the entire business development spectrum from opportunity and feasibility analysis; through tender organization and preparation to contract negotiation, final offer, and transfer to the project team.

Development can be executed both face-to face-and virtually.

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Sales Auditing Service

Proposal Management

Proposal Management Workshop is based on research into today’s best practices in winning complex service or solution proposals and tailored to each company’s unique environment. A major objective of the program will be to develop proposal management strategies for prospective customers. During the program time is devoted to developing techniques to effectively improve your company’s proposal process in order to help increase the win-rate and number of proposals offered to achieve the growth targets.

As a result of this program, participants will be able to:

  • Develop a common understanding and approach to proposal management.
  • Understand current best practices and areas for improvement.
  • Proactively lead, coordinate, and contribute to successful proposal teams.
  • Achieve excellence in implementing successful proposal management practices.
  • Create a knowledge base of your company’s technical approaches, qualifications, and references.
  • Become motivated and enthusiastic team members committed to working together to win more projects and
  • Increase company’s proposal win-rate on competitive service and solution proposals.

Workshops can be executed both face-to face-and virtually.

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myyntikonsultointi, myynnin kehittäminen

Sales Coaching

Strategic sales coaching is a development process, which helps companies get on-going feedback of sales force performance. The objective of coaching is to encourage sales professionals, experts, and sales teams to enhance their working processes and customer interaction. This enables reaching goals with each and every key person. Sales coaching develops professionality and increases open communication in sales teams and salespersons’ commitment to their tasks, responsibilities, and your company.

Coaching can be executed both face-to face-and virtually.

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