Sales Training – Acquisition of the foundation and principles required to consistently achieve targets

Our firm has a great deal of experience with early stage through growth companies facing significant challenges launching their companies or entering new markets to capture more market driven opportunities.  Common to these situations is new markets and new customers and unproven ways to reach them.

Unproven products.  Unproven strategies.  Unproven companies.

As an example, LinkedIN is full of questions from executives without a sales or revenue background seeking a quick solution to the problems associated with generating revenue.  What’s the trick they want to know…

“We have the greatest product, all we have to do is show it to customers and we can make the sale.” – The failure rare for start-ups is over 75% and the failure rate for new product launches in established companies is nearly as high

For growth companies, your sales organization is under constant pressure to meet changing demands, placing constant pressure on your sales force to perform.  And for companies seeking to capture newer and more market driven opportunities, they need a proven process to rapidly engage with high value targets, NOW, not in three weeks.

Now for something a little different…

First, selling is a process; it’s not “a big rolodex”.  Knowing people certainly helps, but to engage with them is the job of sales professionals. To be specific selling isn’t about selling at all.  It’s about influencing the decision process with all key buyers and influencers to demonstrate the unique value of your offering.

To do this requires making your conversation relevant to the level of your audience.

Not convinced? Decisions maker have specific requirements – executives focus on business value; end users want benefits.  As a result, product oriented pitches will not speak to executive levels.

Or consider a different scenario; a limited budget may mean only one of two purchases will occur, new office furniture of a new software application – to win requires competing at a level other than your product.

Whether you’re new to sales, sales professional or a sales manager, consistently achieving your sales target requires the ability to translate your company’s key messages and value proposition to your buyers in a way that connects with them.

Whether your involved in transaction oriented product selling or advanced business creation engagements, you have to know your buyer’s requirements. The experienced sales pros’ will tell you that when your buyer sees value, a sale is more likely to occur.

We have the tools and strategies as well as the foundation and principles to succeed.  Call us and let’s discuss your requirements.