Training & Coaching
Training
We start with assessing the specific objectives you want to accomplish before recommending a training program customized for your needs. Utilizing effective methods, we assist your sales team in enhancing their skills.
Should a training better fit the capabilities of one of our affiliates, we will propose to invoke their assistance. Such as Nobbe Mieras, specialists in Strategic Communication and Leadership.
Below are some training examples for inspiration.
Coaching
A Deal Coach will be assigned to assist your team in addressing questions and difficulties that come up throughout the sales process. This trusted advisor can be reached out to whenever your team needs assistance.
Depending on your requirements, we may propose to invoke assistance from of our affiliate companies. In the Dutch market, for instance, we collaborate closely with Anneeco when it comes to individual coaching of your team members.
Business Development
How can you identify opportunities worth pursuing? And once identified, how does your team nurture them into valuable leads that gives you a competitive edge in crafting an unmatched proposal?
We will train your team on how to create opportunities and effectively influence customers to ensure success in competitive scenarios. We’ll show your staff how to sidestep competition. Our training will be customised for your unique situation and will assist your team in filling the pipeline with promising prospects.
Opportunity Qualification
How can you spot opportunities that are worth exploring? Once found, how does your team develop them into promising leads that provide a competitive advantage in creating an winning proposal?
Discover the methods used by advanced sales organizations to assess their leads and identify common mistakes to avoid. Examine a typical (nearly real-life) scenario and assess the benefits of an impartial qualification process.
Sales Process Governance
If your sales process is executed in a disorganized way, lacking clear checkpoints, vague approvals, and ambiguous roles and responsibilities, you risk overlooking or missing valuable opportunities.
Discover how to formalize the internal sales process by delineating distinct phases within the sales cycle, establishing tollgates and transitions. Recognize the key participants involved along with their roles, responsibilities, and authorities.
Strategic Selling
Introduced by Miller & Heiman in 1971, Strategic Selling remains an exceptionally effective approach to the sales process. It focuses on delivering value for your customer and deeply understanding their needs beyond just the details of an RFP.
Our training will clarify its core principles. More importantly, we will delve into your specific sales opportunities and examine relevant aspects. Your team will better understand where to prioritise efforts.
Online Customer Meetings
Preparing for online customer meetings differs significantly from in-person ones, especially with multiple participants. Virtual meetings require meticulous preparation because there’s more risk of meetings taking an unfavourable direction. Also etiquette and factors like environment and lighting conditions influence interactions.
This training program equips your deal team to excel in online customer meetings by addressing the benefits and challenges of virtual meetings.
Innovative Pricing Schemes
Sometimes you propose projects on a Time & Materials (T&M) basis, while other times you use a fixed price. You may not fully understand the implications of different pricing models and how to ensure your proposals are effective. Gain sharing could be an option worth considering.
Learn about the characteristics and outcomes of various pricing schemes, manage risks effectively, and create suitable proposals that meet customer expectations.
Persuasive Proposals
Crafting a proposal is an art form in its own right. Does your proposal qualify to win the deal? Is there enough transparency? Does it highlight your understanding of the customer? Are customer questions and reservations thoroughly addressed?
This training focuses not just on proposals but on creating impactful ones. Proposals that stand out from the competition, that are memorable and inspire clients to delve deeper into your organisation.
Pitching to Win
What makes a Sales Pitch truly effective? Is it the presenter’s charisma? The visual attractiveness of the slides? The organisation of the storyline? Persuasive language? Or interaction with the audience? In reality, it’s a blend of all these factors and more.
Our tailored, hands-on training covers every aspect that contributes to an impactful Sales Pitch.
Effective Negotiations
Negotiation typically isn’t a zero-sum game. The key to success lies in mutually respecting each other’s needs and limitations. Building trust and comprehending each other’s perspectives is essential, as is having a genuine interest in the personal gains of the parties involved.
We are here to support your team in achieving better negotiation results. Whether individually or collectively as a team. We tune our training to your business.
Are you seeking a training that is not listed above? We will create it for you. Feel free to reach out to us. Please fill out the contact form to specify the training you need and provide details on who we should get in touch with for more information.