4 days upskill program for tech sales
The promise: Rapid transition to value added engagements
Modules:
- Sales Mindset – 8 October
- Client Behaviour – 22 October
- Opportunity Management – 5 November
- Negotiation & Presentation – 19 November
Program price: 940 EUR + TVA
Why attend?
Do you struggle to meet your sales goals?
Do you struggle to generate and advance your pipeline?
Do you have hopeful client conversations only to end in complete silence and unresponsiveness?
Are you clients unpredictable?
Does your quarterly forecast go down in flames few days before cutoff?
Are you having a hard time convincing your bosses/peers to support your customer offer?
The promise
Sales experience sharing from 2 business professionals worth 40 years of experience. Our promise is to share everything we know to enable you and your teams to sell like big players. And even compete shoulder to shoulder with them, starting now.
Understand what a sales mindset is
Become more relevant in your organization by selling more
Upsell and cross-sell in existing accounts for more profitable business
Fast track to success and new opportunities
Turn into a versatile sales professional – consultative and transactional, hunter or farmer
Improve your presentation and negotiation skills
Sell more, sell faster
Peer learning
Sales tool kit – validated templates to use immediately
Sell to enterprise accounts
Get the knowledge to build an effective, autonomous and predictable sales team
Learn the systematic process to achieve your sales targets
Upsell and cross-sell in existing accounts for more profitable business
Build fixed price proposals
Monitor and control sales activity and objectives for better predictability
Ensure proactive corrective actions to reach targets
Peer learning
Learn how to grow your deal pipeline
Sales tool kit – validated templates to use immediately
Facilitators
Purpose and Objectives. What will you learn?
The primary goal of the program is to enable salespeople to sell independently and successfully with minimal management intervention.
Gain a common understanding of successful sales behaviours, responsibilities and objectives of the salesperson's role.
Practice the ability to prepare a business case, TCO, and ROI.
Understand current IT trends and how solutions you will craft leverage these new technological waves.
Develop skills to present an offer to decision-makers.
Acquire the ability to manage sales processes specific to various industries and client types, with a focus on Romanian clients' behaviour
Practice negotiating techniques to support the commercial offer and close the contract, understanding that the salesperson is responsible for this process.
Learn the stages of the sales process and understand the logic behind each step.
Develop common sales discipline tools: opportunity pipeline, forecast, opportunity plan and account plan.
Who should attend?
Account Managers
Account Manager/Executive
Sales Manager
Sales Consultant
Pre-Sales Engineer
Business Development Manager
Customer Success Manager
Sales Team Leaders
Why is our program different?
Delivered by business professionals
- lived their lives selling, and still do
- are actively mentoring sales people
- adapted and overcame several market shifts in the last 20 years
Incorporates practical knowledge from salespeople who
- achieved budgets up to 60 mil EUR
- lead over 20 teams from 5 to 30 sales professionals in IT and telecom
- Managed cross-European teams and targets
Integrates concepts from psychology
- to gain self-awareness to improve and enhance your sales skills
- to facilitate understanding and persuading customers and peers
- to enhance your selling strategies
Logistics
When?
Details to be announced
Where?
Bucharest, details to be announced
Module Outline
Personal style
Goal:
To differentiate from other salespeople in the market in front of clients and prospects.
Description:
Discuss how individuals sell before professionals sell. It is important to define and promote oneself in the most comfortable manner. Discuss various personality styles and salesperson profiles. Discuss how to sell yourself to the client and within your organization, and the importance of having the right mindset to perform.
Job Description of the Salesperson
Goal:
To comply with the job description.
Description:
Review the salesperson's responsibilities, clarifying that they are responsible for long-term client relationships, customer satisfaction, reporting issues to management, positioning themselves between the client and the organization, and finding win-win collaboration formulas.
Business and Personal Objectives
Goal:
To self-motivate for achieving objectives.
Description:
Once defined as a person and understanding responsibilities, we aim to understand why we do what we do and how to align business objectives with personal goals for maximum motivation (e.g., for commission, learning, recognition, promotion, etc.).
Mindset
Goal:
To understand how to model mindset for change.
Description:
Discussion on growth mindset and courage.
IT Trends
Goal:
To lead a high-level discussion on IT trends.
Description:
Discuss and detail IT trends: AI, Cloud, IoT, Big Data Analytics, etc., and AI sales tools.
Client Types
Goal:
To understand the purchasing behaviour of large clients.
Description:
Review a typical organizational chart of a large client, understand the key stakeholders, and the business objectives of each (e.g., CEO, CIO, Sales, Procurement, etc.).
Account Plan
Goal:
To plan the development of business relationships with important accounts.
Description:
Create a template for an account plan to be used at the start of the financial year for planning actions with the respective client and increasing transparency and collaboration in the bidding team.
Sales Process Stages
Goal:
To execute the sales process.
Description:
Describe a standard sales process based on Hubspot.
Qualification
Goal:
To understand when to engage company resources for a client offer.
Description:
Discuss client motivations for projects, understand when clients may not want to work with your company, and the need for data to understand if the project is real and if you are given a fair chance. Discuss company capabilities, differentiators, competition, and winning strategy.
Opportunity Plan
Goal:
To plan the winning of an opportunity.
Description:
Discuss how to use an opportunity plan and why it is important for winning a deal.
Offer Preparation
Goal:
To manage the preparation of a complex offer.
Description:
Work on an offer template, clarify roles and responsibilities in the bidding process, and how the salesperson should lead the bidding team (RACI). Go into details on commercial aspects: pricing, currency risks, financing, risk transfer to subcontractors, penalties, damages, and preparing documents like business case, TCO, and ROI.
Contract Preparation
Goal:
To understand a contract and correctly involve responsible functions for its finalization.
Description:
Learn essential contract terms (confidentiality, penalties, damages, deliverables, prices, termination, etc.) and the responsibilities of different T&Cs in the contract. Understand that salespeople are best suited to manage this negotiation and it is not a legal task. Review important aspects to be seriously negotiated and aspects that can be easily conceded.
Pipeline and Forecast
Goal:
To manage the project pipeline and forecast to achieve objectives.
Description:
Establish that the salesperson manages their opportunity pipeline and is responsible for transmitting a realistic forecast. Discuss how investments and shareholder decisions rely on the forecast, different forecasting methods, and their advantages and disadvantages (e.g., pessimistic, realistic, optimistic).
Supporting the Offer
Goal:
To present to business decision-makers.
Description:
The prepared offer from the previous point will be transferred into a PowerPoint presentation, and each participant will present it to various stakeholders. Emphasize developing presentation skills.
Offer Negotiation
Goal:
To negotiate offers and handle objections.
Description:
Revisit commercial aspects from the bidding phase and discuss ways clients might negotiate your offer. Understand counter-objection techniques and methods to respond to various types of objections.
The delivery time for each module is from 10:00 to 18:00.
