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It doesn't matter if you're launching new products or upselling additional licenses/units and support contracts, sales teams need to have a repeatable system for developing and managing sales opportunities. Having the right system is like having a blueprint for success!
You can bring the strategic insight of the Full Contact Selling Program to your direct or channel sales teams. We are experienced in working with management and their sales teams involved in selling hardware, software and web based solutions.
Leveraging the right approach to technology sales is like having a customized blueprint for sales success. The Full Contact Selling Program (FCS) delivers a unique advantage over traditional sales methodologies. FCS fully integrates the three key areas of sales productivity: 1) proven sales processes; 2) skills development; and 3) best practice use of CRM technology. FCS will deliver the right approach for technology resellers.
- Increases the sales team effectiveness by matching sales processes to customer's decision making processes.
- The ability to better manage the roles, responsibilities and activities of each sales team member
- Reduces non-productive sales administrative bottlenecks and non-productive use of selling time
- Creates a systemized approach to new business development and customer management
- Improves the frequency and consitency of customer and prospect communications
- Reduces the time to ramp up and train new team members
- Improves their selling skills in order to increase their closing percenteges along with sales volumes and margins
- Gives them a clear understanding of the importance of the Sales Process to their strategic business initiatives
- Defines the strategies that will help them better manage customer, prospect and partner relationships
- Helps them to better understand how to plan and execute targeted sales initiatives
- Prioritizes their selling time to improve the frequency of customer and prospect interactions
- Improves their understanding of how CRM technology can improve sales productivity
- Ownership of a quality customer and prospect data will increase account security, as well as create a priceless corporate asset
- A 360 degree view of information will empower an organization to build high touch - high value relationships with customers, prospects and partners
- Greater accuracy in sales forecasting and management reporting will lead to improved management decision making
- Will provide an infrastructure to support sales processes, team scheduling and information management.
- Offers the ability to accurately manage and measure sales team activities
- Decreases administration costs for information handling and communications
- The 3 Pillars of Sales Success - People, Process and Technology
- How to "Build High Touch - High Value Relationships with your Customers, Prospects and Partners"
- Defining the typical buying process for your solution
- Developing your best practices sales process
- Developing proactive and reactive prospecting campaigns
- Precall planning and researching techniques
- Making contact - proven techniques on how to get through to decision makers
- How to conduct a discovery session - The consultative approach to asking the right questions
- The 5 keys to qualifying IT opportunities
- Building a "Keep Warm Strategy"
- How to effectively present yourself, company and solution
- Uncovering sales drivers, blockers and champions
- Conducting a needs analysis
- Creating an effective proposal
- Presenting your "Solution"
- Gaining Commitment
- Beating your competition
- Overcoming the top 10 technology objections
- listening, negotiation and closing skills
- Customer Care
- Categorizing customers and prospects
- Upselling and cross selling customers
- Time and territory management
- CRM Technology Best Practices
FCS relationship models and customized courseware will be provided for each participant. This program can be facilitated live or through a series live Webinars.
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