A transformative module that focuses on sales people's progression from traditional sales roles to becoming skilled orchestrators of account teams with their probable inner and outer circles. It empowers participants to take charge, become leaders, even if the team does not report into them, while relieving them of the burden of managing everything on their own. It's about fostering collaboration, aligning interests, and maximizing the collective impact of the account team for overall client success.
A transformative workshop designed to enhance the participants' ability to discern and address customers' true motivations, particularly their pain points, but also aspects like decision process, decision criteria et… This program focuses on establishing rapport, building trust, and making the customer the central focus of the interaction before introducing solutions — an essential shift away from the common practice of prematurely presenting solutions. It empowers participants to prioritize the customer's needs and perspectives, leading to more effective and meaningful engagements that drive business success.
A comprehensive course that not only delves into the MEDDIC method itself but also provides participants with practical strategies and techniques for acquiring the crucial insights and information needed to effectively navigate their opportunities. This course equips participants with the skills to master the methodology and gather essential knowledge about their customers, ensuring a more informed and successful approach to sales.
A dynamic course designed to empower participants with the skills and mindset to depart from the conventional approach of developing solutions for customers (or have the SE develop them). Instead, it teaches participants to apply coaching mechanisms and build solutions collaboratively with customers, ensuring that the final outcome becomes as much the customer's as it is the participants', leading to heightened satisfaction and reduced criticism.
Explore the intricate dynamics between Presales and Sales, where cooperation fuels customer satisfaction and revenue growth. Uncover potential conflicts arising from differing perspectives on RFP handling, opportunity prioritization, and customer engagement. Delve into your involvement in business planning, QBRs, and forecasting within your territories.Understand that your success as a Presales manager is intricately linked to the quality of your relationship with Sales counterparts. Discover best practices for alignment, securing your place at the management table, and nurturing robust working relationships with Sales managers.Learn the art of harmonizing with Sales, fulfilling their needs while maintaining a sustainable workload for your team. Navigate the boundaries of sales-alignment, addressing questions on account planning, forecasting, reviews, and business assessments.Achieve maturity as a Pre sales manager by decoding Sales motivations while ensuring that Presales interests are respected. Strive for a balanced approach, where understanding Sales complements your ability to advocate for your team's priorities.
Thorough preparation and understanding negotiation tactics. Participants will learn how to establish a strong negotiation position with clear objectives and limits while being prepared with a Plan B. Emphasis will be placed on recognizing when the other party is applying tactics, such as silence, time pressure, or competitive pressure, and how to respond effectively. We'll also explore various countermeasures, including maintaining composure when faced with pressure tactics, dealing with paradoxical situations, and handling competitive and time-related pressures. By mastering these tactics and countermeasures, participants will be better equipped to navigate negotiations successfully.
This course challenges the prevailing view of account planning as a tedious task and reveals its true potential as the cornerstone of sales success. Discover how account planning can transform into a dynamic foundation for your work, enabling you to accumulate vital account intelligence, craft visionary strategies, and execute clear tactics. In today's complex IT landscape, sales professionals are increasingly expected to evolve into Account Managers, Directors, or Client Executives, leading teams and orchestrating success for both customers and themselves. Embrace the opportunity to step into a leadership role, providing informed briefings and guiding executive visits with confidence. Reimagine account planning as a critical component of your work, not just a necessary evil, and unlock its potential to drive success."
In this comprehensive training format, I'll empower professionals tasked with overseeing a sales area rather than a set of named accounts, to excel in their role. Participants will learn effective strategies for gathering customer intelligence within their territory, establish and maintain vital relationships with local partners and distributors, and leverage these connections to secure additional sales support. Through a combination of interactive workshops, real-world scenarios, and networking opportunities, attendees will gain the skills and insights needed to become true territory masters, ensuring maximum market penetration and success."The module will also explore the psychology behind resistance to change, particularly focusing on the role of the amygdala in our brains. Participants will gain insights into communication strategies that facilitate change and those that can hinder progress.Moreover, the module emphasizes the fundamental concept that individuals are more likely to embrace change when they see personal benefits, shifting the focus from external factors like market trends or company goals.Finally, participants will delve into the intricacies of organizational culture, understanding its influence, and exploring ways to impact and shape it effectively.
This module focuses on equipping reps with the mindset and techniques necessary to venture into uncharted territories, targeting new logos or new buying centers in existing accounts. Participants will master the art of prospecting, identifying fresh opportunities, and navigating unfamiliar markets through conventional and some unconventional ways of contacting new and relevant people. Through engaging workshops and practical exercises, attendees will develop the skills to expand their client base and tap into new avenues for business growth, fostering a proactive and success-driven prospecting attitude.
An exclusive course meticulously crafted to equip professionals with an in-depth comprehension of the human brain, with a specific focus on the limbic system, empowering them to elevate client relationships and communication by gaining profound insights into emotional and psychological dynamics. This knowledge underscores the pivotal role of emotions in human decision-making, the attachment of emotional significance to memories, and the remarkable impact of vivid and evocative language on information retention.
This module delves into the intricacies of handling multifaceted RFPs and RFQs, where various pillars, e.g. the design involves presales, migration requires the expertise of Professional Services (PS), and pricing is managed by the Finance team - and if large enough even high-level executives want regular status information. Participants will gain the expertise needed to orchestrate collaborative efforts, ensuring a seamless response to complex proposals. Moreover, this course explores the unique nuances of public and government accounts, providing insights into navigating intricate procurement procedures to gain a competitive edge in this challenging domain.
Prepares to address large audiences, provides the tools and strategies necessary to excel when speaking in front of massive crowds, ensuring impactful and confident presentations even in high-pressure situations.
Designed to empower professionals with the skills and techniques required to establish a commanding virtual presence and deliver engaging and effective sessions using platforms like Zoom, Teams, and others, ensuring successful remote interactions in today's digital landscape.
A transformative workshop that equips professionals with the art of crafting compelling narratives, enabling them to effectively communicate their ideas, connect with their audience, and drive impactful outcomes in the world of corporate storytelling
A specialized course designed to sharpen your skills in detecting and interpreting micro expressions, a crucial ability for effectively understanding unspoken emotions and intentions, especially in remote sessions where the complete spectrum of body language may be absent