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Audience Objectives Content Arrangements Fees Feedback Pre Course Assessment Small Groups
Online free Pre Course Assessment
(Requires user login - free
registration here)
To request the paper assessment
form email
customerservice@salessense.co.uk.
Competition for large sales opportunities is usually ferocious. You can’t always be the first in or have the best solution or the lowest price. Winning means finding a way to out sell your competition. Losing a big deal is more than just disappointing. You cannot recover the time and effort invested in the campaign. Enterprise Selling teaches participants how to take the uncertainty out of the sales process. Practicing Enterprise methods increases success rates with high value sales campaigns. This programme centres on an advanced sales training course that enables established sales people and their support team to increase sales without increasing resources. Benefits include improved team cooperation, forecasts that are more accurate, greater situational control, shorter sales cycles, better success ratio’s, and dramatically increased sales results.
Enterprise Selling is an ‘in-house’ only programme because participants work on live sales campaigns during the course. Applying Enterprise methods to real sales situations demonstrates the method, proves its value, and provides experience working with the planning and thinking tools it incorporates. Spending time in the Enterprise Selling programme advances current sales campaigns and directly increases chances of success.
Who Should Attend
Designed for experienced sales people and their
support team, the course assumes that sales participants are already
competent in communication and persuasion skills. At least half of the
delegates should be the field sales people who are responsible for leading
sales campaigns. Involving the people who support high value sales campaigns
ensures that everyone involved understands the sales process, strategy, and
plan.
- Increase forecast accuracy for revenue and resource planning
- Accelerate sales campaigns to reduce sales cycle times
- Account for and overcome competitive threats
- Dramatically improve bid success ratios
Peak Performance - Understand the difference between winning sales teams and those who merely compete.
Take the Initiative - Use planning tools to take the risk out of competing for high value, complicated sales. Quickly establish trust and respect. Take control and keep it. Learn how to make planning work.
Organisational Insight - Identify the right people. Discover who is or will become influential in the decision. Learn how to understand and allow for political factors. Uncover hidden friends and foes.
Power of Choice - Learn how individuals will influence the decision. Recognise how personality differs and how it affects choice. Follow a process to uncover who will make the decision and how they will judge whom to work with. Use observation and factual evidence to help choose the right course of action.
Business Insight - Test business understanding and gain awareness of prospect business issues. Discover what you don’t know about your most familiar prospects.
Effective Relationships - Recognise your status with everyone involved and know what you should do about it. Learn to identify and present unique value to each individual.
Call High - Learn a proven method for getting the attention of board members. Get a positive response from the executives you approach. Gain appointments with the most important people, more easily. Know what to say when you get there.
Choose What to Do - Use quantitative analysis to pick more winners. The tool provided produces consistent results by automatically allowing for variations in individual judgement. Eliminate poor prospects at an early stage. Always know what you need to do next to drive a sale forward.
Lessons of Warfare - Learn the lessons history teaches about winning in competition. Know what your competition will do, before they do. Drive your plan with a clear and effective strategy. Turn weakness into strength and vulnerability into advantage.
Competitive Counter Tactics - Recognise competitive initiatives and learn how to frustrate a competitor’s efforts to undermine your sales campaign.
Expose your own Vulnerability - Ask and answer the often-overlooked questions. Test plans before competitors do. Delve deeper and press further than anyone else will.
Arrangements
Needs assessment and pre course consulting allow us to
customise the programme to match your circumstances.
Ten days before the course, participants gain access to the course resource directory, via a private area of our web site. This provides for pre course preparation and helps us to spend more time in practical exercises during the course.
Applying methods and principles to active sales campaigns during the course, demonstrates their value. Using course time to work on real sales campaigns provides practise and contributes to sales success.
Planning templates and situational assessment tools define the method and provide a reliable way to control the most complex sales campaigns.
Enterprise Selling is fun, challenging, and effective in helping you substantially increase success with high vale, large account sales. We guarantee an enjoyable programme that will foster a new confidence in ability to take control of major sales opportunities.
