Getting Started
Getting Started describes 3 key things you could do to generate more leads: How to identify the right companies to approach, the right person to target, and how to find a topic that will motivate them to want to meet you.
Getting Started describes 3 key things you could do to generate more leads: How to identify the right companies to approach, the right person to target, and how to find a topic that will motivate them to want to meet you.
What are the differences between a good sales process and doing what a customer asks you to do? Learn about the pitfalls of submitting a price too early and how to make your sales approach a competitive differentiator.
How can you make the most of the precious minutes you have in front of a prospect to uncover needs and create a desire for your solution? Learn how to prepare and conduct prospect meetings and make first impressions count.
Is it enough to write a polite “thank you” mail after a first meeting? Learn how a good meeting summary helps to develop trust and gets the sales process under control.
How can you focus limited resources on the right sales opportunities? Learn why a clear set of qualification criteria is required to make intelligent GO/NO GO decisions and make the best use of your selling time.
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The purpose of an Opportunity Roadmap is to uncover strengths and areas of concern in a complex sale. The tool helps team members to quickly understand the current situation and brainstorm new ideas to win the sale.
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What do you do when your competitor is in a stronger position than you? Should you try to convince the customer about the strengths of your solution? Are there other options? Learn about how to define and implement the best competitive strategy.
How can you present your sales process in a way that makes sense to customers? A Mutually Agreed Action Plan positions your sales process as a professional project plan and ensures alignment between your activities and the customer’s buying process.
Experience shows that lack of a relationship with key-decision makers is the real reason for losing in 8 out of 10 cases. Learn about the importance of correctly identifying the Buying Center and the risks of focusing only on your supporters.
Before you can develop a value proposition, you first need to understand key stakeholder needs. What is each person trying to achieve with the project from a corporate perspective? Which criteria do they use to select the best vendor and solution? What personal goals need to be considered?
In complex sales, it is often difficult to identify who is involved in the decision-making process, and understand the internal politics of the customer organisation. You need a Coach to figure this all out. Learn how to develop a Coach by building trust.
The goal of an Individual Value Proposition is to ensure that each key decision-maker feels well understood and is motivated to buy from you. If there are many decision-makers, you might need to develop multiple individual value propositions – one size does not fit all.
Why not just respond to a Request for Proposal? Because often RFP’s are used to benchmark the pricing and performance of an existing supplier. Learn how to adapt your sales process in these challenging situations to take the incumbent supplier by surprise.
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What if you don’t have access to the final decision-makers? What if your main contact presents your solution to them? Will your message get through the way you would have presented it? Learn how a Deal One-Pager can help you avoid these risky situations.
Learn how a Business Case helps to justify the investment in your solution, accelerates the buying decision and focuses the customer on value rather than price.
What do customers expect of a Proposal Presentation? What are the most common mistakes made? Learn what makes a presentation good and why avoiding objections is much more effective than handling them.
What should you do when you get a call from procurement to “talk” about your proposal? How can you defend your price? Learn how to prepare and execute a negotiation strategy to protect the value created during your sales process.
Learn how to conduct more effective win and loss reviews with the customer to identify what you do well and what you need to change.
What do leaders need to do to maximise their return on investment in a sales transformation project? How can technology support the change? And how should the concepts be coached to implement quickly and sustain impact?
Great salespeople have many attributes which contribute to their success – but self-reflection and the desire to be challenged are two of the most important. Learn about the mind set required to continuously become better in selling.
The B2B Selling Health Check is based on the Success Factors of successful Sales People in over 2,000 Infoteam customers globally. In just 20 minutes get a snapshot of how good your sales approach is.
