Comprehensive Sales Training

Building Momentum & Creating Lift In Your Company

Evaluating and Rating Sales Staff

1. ABC Ranking System
2. Sales Score Card and Pipeline Reports
3. Client Feedback

Sales Management Techniques

1. Pipeline Reviews
2. Activity Reports:  # Face to Face Calls per week
3. Conducting Sales Meetings

New Business Drivers

1. POD
2. Steps 1 – 5:  Power Statements, Anti-Freeze Letters, Initial Sales Calls, Closing Techniques, etc.

Sales Management for CEO’s

1. The CEO’s Role
2. Things to look for
3. Competitive Knowledge

DISC / Blending and Adapting

1. The Unfair Advantage
2. Building a Team of Hunters
3. Applying Science to the Sales Process

Creating a Customer Service Culture

1. Corporate Alignment
2. Healthy Conflict
3. Never confuse sales with operations

The Math Works

1. Building The Pipeline
2. Sales Planning
3. The List is Everything

Staying Close to the Prospect

1. Methods to Monitor Progress
2. Building Relationships
3. Relationship Tracking

Presentations and RFP’s

1. Addressing Pains
2. Making it About Them
3. Delivery

The Salesman as a CEO

1. Prospect Selection
2. Writing a Business Plan
3. Execution - Best Practices & Worst Practices

The Power of Promotions

1. Follow-Up Techniques
2. Knowing When to Move On
3. Information Deployment

Sales Training for the Non-Sales Person

1. Sales, What it Ain’t
2. Sales, it’s Really not that Scary
3. In Sales, it’s Okay to Screw Up