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

15 000€

5 participants

25 000€

10 participants

32 500€

15 participants

Predictable growth with your current team

Background

How?

Deliverables & outcomes

Not your average playbook.

Programme Structure

Now

Target discussion

2 weeks before start

Kickoff

Week #1

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

Week #2

Prospecting, sales messages, effective booking of sales conversations

Week #3

Building a business case & cooperation, and smooth closing

Week #4

Systematic customer growth planning, generating referrals and references

Week #5

Building and managing the pipeline
Meeting practises & routines

After the programme

Result discussion and implementing change

Now

Target discussion

2 weeks before start

Kickoff

Week #1

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

Week #2

Prospecting, sales messages, effective booking of sales conversations

Week #3

Building a business case & cooperation, and smooth closing

Week #4

Systematic customer growth planning, generating referrals and references

Week #5

Building and managing the pipeline
Meeting practises & routines

After the programme

Result discussion and implementing change

Investment

Interested?

Predictable growth with your current team

Background

How?

Deliverables & outcomes

Not your average playbook.

Programme Structure

Now

Target discussion

2 weeks before start

Kickoff

Week #1

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

Week #2

Prospecting, sales messages, effective booking of sales conversations

Week #3

Building a business case & cooperation, and smooth closing

Week #4

Systematic customer growth planning, generating referrals and references

Week #5

Building and managing the pipelineMeeting practises & routines

After the programme

Result discussion and implementing change

Now

Target discussion

2 weeks before start

Kickoff

Week #1

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

Week #2

Prospecting, sales messages, effective booking of sales conversations

Week #3

Building a business case & cooperation, and smooth closing

Week #4

Systematic customer growth planning, generating referrals and references

Week #5

Building and managing the pipelineMeeting practises & routines

After the programme

Result discussion and implementing change

Investment

Interested?

Building and managing the pipeline
Meeting practises & routines

Building and managing the pipeline
Meeting practises & routines