Value
Forward Selling Sales Training Workshops:How to Sell to Management
Become a peer in the boardroom,
instead of a vendor waiting in the hallway!
Value
Forward Selling Sales Training Workshops:
How to Sell to Management
Become a peer in the boardroom,
instead of a vendor waiting in the hallway!
Private On-Site Sales Team Training, Value Forward Selling Workshops, Sales Strategy and Marketing Advisement Custom Designed for Your Needs. The CxO Group, LLC is is a Certified Licensed Partner of the Value Forward Network. All workshop content is based upon proven methods by the author of Value Forward Selling and senior thought leader of the Value Forward Network, Paul DiModica.
A detailed sales training designed specifically for account managers. The sales training course is designed to teach sales reps who sell to Fortune 1000 senior management and presidents of small businesses, how to find, propose, and close deals. New in this edition:
Understanding Management Prospects
Who Are You and Why Should Management Buy From You?
Why You Should Focus All of Your Energies on Selling to Management Only
Who Is Considered To Be Management?
Why Selling to Management Shortens Your Sales Cycle
Five Fallacies of Professional Selling
Why Most Salespeople Do Not Sell to Management More Often
Selling to Management is a Premeditated Sport
Review and Exercises
Developing Your Sales Value Proposition
How to Position Yourself as a Business Peer
What Is a Sales Value Proposition (SVP)?
Why Do You Need a Sales Value Proposition?
How to Become a Pain Management Specialist and Sell More
How to Develop Your Sales Value Proposition
Review and Exercises
Finding Management and Penetrating the No-Talk Zone
What Is Parallel Imaging?
How to Develop a Senior Executive Dictionary to Communicate Like a Peer
Review and Exercises
Generating Leads: Marketing to Management
Why Most Marketing Materials and Methods Fail to Generate Qualified Management Leads
How Branding Can Affect Your Sale
How to Maximize Brand Effectiveness
How to Maximize Lead-Generation Effectiveness
The Best Methods to Generate Management Sales Leads
Which Direct Mail Programs Generate Leads
How White Papers Can Be Used As Marketing and Sales Tools
How to Use Executive Seminars to Generate Prospects
What Is Engagement Marketing™ and How Does It Shorten Your Sales Cycle?
How to Use Channel Partners and Networking to Build Your Pipeline
How to Use the Touch Management Program To Communicate With Your Prospects
Review and Exercises
Generating Leads: Cold Calling Management
The Goal of Cold Calling
How to Develop Your Telemarketing Script
Cold Calling FAQs
How to Handle Cold Calling Sales Objections
How to Manage Gatekeepers
Review and Exercises
Meeting the Prospect for the First Time
What to Expect During the First Meeting
Steps of the First Meeting
Talking Points for Prospect Meetings
Managing the First Meeting
Mining for Opportunities
Your Twenty Minutes Are Up
Review and Exercises
Presenting to Prospects – The Executive Briefing
What to Expect During the Executive Briefings/Discovery Meetings
Giving Whiteboard Presentations
Preparing for Your Executive Briefing
Building Your Talking Points Script
Planning for the Three Box Monty™ Executive Presentation
Using the Three Box Monty™ for Your Executive Briefing
Wrapping Up the Three Box Monty™ Presentation
Using Slide Presentations
Using Portfolio Presentations
Review and Exercises
Preparing a Management Proposal That Works
Management Proposal Basics
Executive Proposal Pitch
Psychological ROI
Price Is Not Always Relevant
Request for Proposal (RFP)
Proposal Format
Review and Exercises
Negotiating With Management
Who Should You Negotiate With?
What Should You Negotiate?
How to Negotiate From Value, Not Win-Win
Negotiation Personality Types
How to Use Concession Management When Negotiating
Guidelines to Create a Concession List
Emotion Management When Negotiating
Six Steps to Force Prospects to Prove They Are Qualified Buyers During Negotiation
Fifteen Tactical and Strategic Steps to Use When Negotiating
Seven Questions You Must Answer to Close Any Deal
Review and Exercises
Selling to Targeted Key or Major Accounts
Mapping Your Key Account Territory
Mapping Individual Accounts
Penetrating Key or Major Accounts
Selling to Decision Makers and Influencers at the Same Time
Using the Pursuit Sales Team Model to Increase Key Account Revenue
Review and Exercises
Managing Your Sales Cycle and Forecasting
SAP and MAP Management
Date Management Plan
How to Develop a Date Management Plan
Review and Exercises
Managing Sales Objections
Moving a Stalled Deal Forward
Managing the Prospect’s Perception of Risk
Review and Exercises
Using Storytelling as a Business Sales Tool
Building Your Executive Storytelling Format
Personalizing Your Business Story
Review and Exercises
Managing Your Competition
It’s Not Who You Are—It’s Who You Sell Against
Dealing With Competitors—Kill or be Killed
Types of Competition
Review and Exercises
Following Up After the Sale
Developing a Relationship with Your Client
Action Steps to Take After the First Sale
Review and Exercises
Making a Difference with Business Ethics
Understanding Why Ethics Is Important
Responsibility of the Buyer
Review and Exercises
Conclusion
CONTACT INFO:
(972) 727-6880
Dallas, Texas
Private On-Site Sales Team Training, Value Forward Selling Dallas Texas and nationwide workshops, Sales Strategy and Marketing Advisement Custom Designed for Your Needs. The CxO Group, LLC is is a Certified Licensed Partner of the Value Forward Network. All sales training workshop content is based upon proven methods by the author of Value Forward Selling and senior thought leader of the Value Forward Network, Paul DiModica. We hold sales training workshops nationwide including • New York • Orlando • Chicago • Dallas • Houston • Austin • Las Vegas • Los Angeles • San Francisco • Denver • Tulsa • Buffalo