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.
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.
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 is an actionable set of documents including eg. core messages, operating models and KPIs. As a key element in communicating change, Sales Book delivers value throughout the organisation.
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
15 000€
5 participants
25 000€
10 participants
32 500€
15 participants
Interested?
Pick a suitable time for a target discussion or leave a contact request.