"We got great results...
I would call Jay if I was trying to transform my sales team... in some direction... whether it was to be more consultative... cut down sales cycle time... increase profitability...
or change from a product to solution orientated company."
Richard Campbell
Former Sr Principal, HP
Current VP Sales, Impulse Point
Former Sr Principal, HP
Current VP Sales, Impulse Point
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Develop your Sales –
Sales Management Team
- Begin with a framework of proven models, concepts, tools, and skills
- Integrate company specific product information, marketing materials, and profiles of target customers
- Build and implement a custom solution – a selling and coaching process
- Benefit from immediate results... and continuous improvement
Teach them to "Do the Right Things" – Analyze, Plan, Measure, Adjust
- Analysis/Evaluation of Territories, Accounts, Opportunities… and Results
- Priority Setting, Action Planning, Time Management
Enable them to “Do the Things Right” – Consultative Selling Skills
- Foundation: Develop Trust and Rapport, Discover Needs, Present Solutions, Deal with Objections/Questions, Gain Commitments, Optimize Results
- Advanced: Strategic Questioning, Relationship Influence, Sales Negotiation
Support/Drive Strategic Initiatives
- Combine Sales Development with New Product Launches, Critical Market Strategies, Emerging Opportunities, or Special Campaigns
Incorporate with Regional/National Sales Meetings
- When you invest in bringing your sales professionals together make sure that they receive more than a celebration and parade of PowerPoint presentations
A resource to develop Strategies, Tactics, and Teams...
...enabling you to Reach Consensus, Communicate Concepts,
Teach Skills, or Inspire Action
...enabling you to Reach Consensus, Communicate Concepts,
Teach Skills, or Inspire Action