Predictable growth with your current team

The Fundamentals of Sales is a programme that produces proactive, systematic and result oriented sales teams.

Background

We have identified significant development areas, obstacles to growth and their root causes through broad B2B competency surveys. The Fundamentals of Sales -programme has been developed based on these results, practical experience and testing.
Learn about the survey

How?

A series of small improvements create a significant impact. Together with your team, we identify key improvement areas and define the desired outcome. Our precise and focused co-operation will streamline your operational models and make sure that the changes become a part of your daily sales work.
Programme structure

Deliverables & outcomes

As our customer you will get predictable sales growth and improved employee wellbeing. The end result of the programme is a custom Sales Book. A Swiss Army knife of sales, ensuring a systematic, proactive and consistent approach to sales and sales management across your organisation.
Sales Book?

Programme Structure

Now

Target discussion

Co-operation plan and go ahead 3 months before the desired target date.

2 weeks before start

Kickoff

Clarifying the personal, unit and company level goals and expectations, together with your team

Week #1

Core value statement, identifying the ideal customer, and smooth customer cooperation model

Deliverables

Core value statement
Customer challenge map
Differentiation plan
Smooth customer co-operation model

Week #2

Prospecting, sales messages, effective booking of sales conversations

Deliverables

Prospecting plan
High-impact sales message
Smooth and structured script for booking a sales conversation

Week #3

Building a business case & cooperation, and smooth closing

Deliverables

Pre-sales conversation checklist
Framework for a high-impact sales conversation
and building a business case
Identifying and handling objections
Post-sales conversation checklist

Week #4

Systematic customer growth planning, generating referrals and references

Deliverables

Customer growth model
Growth plans for selected customers
Systematic referral generating model
Systematic reference generating model

Week #5

Building and managing the pipeline
Meeting practises & routines

Deliverables

Personal targets and activities derived from sales targets
Weekly plan for a reflective and balanced life

After the programme

Result discussion and implementing change

We ensure that the deliverables and operating models have been successfully put into practise.

Now

Target discussion

Co-operation plan and go ahead 3 months before the desired target date.

2 weeks before start

Kickoff

Clarifying the personal, unit and company level goals and expectations, together with your team

Week #1

Core value statement, identifying the ideal customer, and smooth customer cooperation model

Deliverables

Core value statement
Customer challenge map
Differentiation plan
Smooth customer co-operation model

Week #2

Prospecting, sales messages, effective booking of sales conversations

Deliverables

Prospecting plan
High-impact sales message
Smooth and structured script for booking a sales conversation

Week #3

Building a business case & cooperation, and smooth closing

Deliverables

Pre-sales conversation checklist
Framework for a high-impact sales conversation
and building a business case
Identifying and handling objections
Post-sales conversation checklist

Week #4

Systematic customer growth planning, generating referrals and references

Deliverables

Customer growth model
Growth plans for selected customers
Systematic referral generating model
Systematic reference generating model

Week #5

Building and managing the pipeline
Meeting practises & routines

Deliverables

Personal targets and activities derived from sales targets
Weekly plan for a reflective and balanced life

After the programme

Result discussion and implementing change

We ensure that the deliverables and operating models have been successfully put into practise.

Investment

Team pricing

27 500€
15 participants
15 000€
5 participants


Interested?

Pick a suitable time for a target discussion or leave a contact request.

Schedule a call

Leave us a contact request.

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