Sales Excellence Core Methodology™

This program presents the fundamental selling skills and provides a common language and powerful set of tools that sales teams use to dramatically increase their productivity and results.

Learning Objectives

Understand, measure, and manage the four factors that determine your revenue results

Learn the criteria-based qualification process based on the ten elements of why customers buy

Learn the stages and players in the customer buying process

Create a Customer Results Plan to drive the customer through their buying process

Learn how to prevent and overcome objections

Determine and build relationships with influencers and approvers. Understand what they value and what drives them to make decisions.

Module 1: Learning to think like your customer.

Understanding why customers buy
Selling results not products or services
The diagnostic approach to selling
Identifying customer problems we can solve
Articulating the customer results we can deliver

Sales Tool: Problems We Solve and Results We Deliver

Module 2: Selling Business Value and Results

How customers perceive value and risk
The ten major denominations of value
Translating capabilities into value
Translating value across the enterprise
Leveraging customer reference stories

Sales Tool: Business Value Inventory Template

Module 3 : Finding and Creating Sales Opportunities

Finding sales opportunities when they already exist
Creating sales opportunities when they don’t yet exist
The art and science of diagnostic questioning
Crafting effective diagnostic question sets
Quantifying customer problems and desired results

Sales Tool: Diagnostic Questioning Templates

Module 4 : Expanding Your Relationship Footprint

Why sell higher and wider?
Roles involved in a complex buying process
The changing dynamics of a buying process
Six tactics for selling higher and wider
Developing a relationship map

Sales Tool: Relationship Mapping Tool

Module 5 : Facilitating Your Customer’s Buying Process

The sales process – redefined
Selling with specific intent: The four questions
Aligning with your customer’s buying process
Hypothetical questioning about the buying process
Mapping your customer’s buying process

Sales Tool: Buying Process Mapping Tool

Module 6 : Qualifying Complex Sales Opportunities

Understanding the sevenaction drivers
The ten elements of why customers buy
Leveraging the Opportunity Scorecard
Evaluating opportunities for forecast probability
Forecasting with confidence and integrity

Sales Tool: Opportunity Scorecard

Module 7 : Structuring and Closing Complex Opportunities

Framing sales opportunities in time
Reverse-engineering the buying process
Creating a customer results plan
The value of using a customer results plan
Trouble-shooting sales opportunities

Sales Tool: Customer Results Plan

Module 8 : Sales Forecasting Pipeline Management

The four metrics of revenue growth
Increasing deal quantity
The diagnostic approach to selling
Maximizing deal size
Improving deal predictability

Sales Tool: Pipeline Performance Planner

Alternate Modules

Any of the following modules may be substituted for any of modules 5, 6, 7, or 8 above. These four modules can also be added to the eight above to create a comprehensive three-day onsite workshop or twelve-module eLearning curriculum.

Module 9: Strategic Prospecting & Business Development

Territory marketing vs. strategic prospecting
Selecting target accounts and using a revolving list
Target account research and preparation
Designing a Multi-Pronged Approach Pattern
Creating a solid Business Development Plan

Sales Tool: 30 Day Business Development Plan

Module 10: Time Management for Sales Professionals

Where are we “investing” our time?
Aligning activities to priorities
The diagnostic approach to selling
Compartmentalizing your work week
Making time for planning and organization
Taking control of your work week

Sales Tool: Weekly Planning Template

Module 11: The "Advanced Basics" of Sales Negotiations

The precursors of effective negotiation
The six “advanced basics” of sales negotiation
Trading profit for profit: the “negotiables”
Maintaining control of sales negotiations
Negotiation planning and preparation

Sales Tool: Negotiation Planning Worksheet

Module 12: Developing Strategic Accounts

Taking inventory of your territory and accounts
Segmenting your territory and account-base
Measuring customer outcomes and results
Growing your account share (share of spend)
Conducting the Quarterly Business Review

Sales Tool: Quarterly Review Planner

Course Description

Download PDF

You can download a course description brochure here.

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Client Testimonials

“I cannot think of a single business day that I don’t use some portion of your program to remind my sales team to think beyond our own sales process and start thinking about our customer’s buying process.”

Mike Hoffman

Vice President of Western Sales

MRV Communications

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Four Different Ways to Deliver Learning

From the conference room to the front seat of your car or anywhere in between

Every company and culture is different, so we offer learning solutions that are customizable for every type of organization and learner.

Explore the four different ways we deliver training (to right) or have a look at some of the different topics we offer . . .

SEE LIST OF TOPICS

On-Site Workshops

Custom-tailored learning experiences designed for your company at any location that's best for your team.

Why Hold Training On-Site?

Live-Video Workshops

Highly interactive live-video learning sessions complete with small-group discussions and role-play exercises.

How Effective Can Remote Learning Be?

World-Class eLearning

Online learning for sales teams and individuals located anywhere. Available 24/7/365. Highly engaging and delivered to any device!

Take Online Learning to Another Level

Workshop in a Box

High-quality learning experience for groups of any size facilitated by anyone who can “push play” and lead a group discussion.

Flexible and Localized Facilitation

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