Sales Development Workshops

Growth Partners

Account Management Programmes

(Developing Business Opportunities)

  1. Strategic Account Management

    The Strategic Account Management Process is a structured methodology for developing an in-depth understanding of your strategic account’s critical business issues and develops an account plan for creating value-centric business solutions that help clients deal with these issues. The ability to deliver credible, demonstrable value and earn an equitable return on the value delivered, lies at the heart of the strategic account relationship.

  2. Enterprise Account Management

    Enabling sales teams with best practices and skills to cover, penetrate and grow large, strategic or key accounts. Sales teams identify the key customer business drivers and objectives at the business unit level. They identify and manage sales opportunities, develop account strategies, manage key relationships, and leverage partner and account marketing activities across enterprise accounts.

  3. Portfolio Management Process

    Optimising resource-constrained sales professionals to cover, penetrate and maximise revenue from a portfolio of accounts. It provides a structure for segmenting the account portfolio, profiling the most valued and growth accounts, creating a differentiated coverage and penetration plan to develop revenue opportunities from accounts with the highest potential, whilst balancing the revenue streams and managing key relationships and marketing activities across the portfolio.

  4. Territory Management

    A practical approach and a set of best practices and tools for analysing a territory’s potential. Participants develop a territory management plan aimed at maintaining and growing revenue by leveraging all available resources including branding, product marketing, resellers, and alliance partners.

  5. Customer Discovery Process

    The process is designed to develop your understanding of a client’s strategies, tactics and issues so as to enhance the value proposition that you are able to offer the client. This is to enhance your positioning within the client, develop the relationship between your organisation and the executives of the client and improve the client’s understanding of your capabilities. The process brings the Voice of the Customer deeply into your organisation and improves customer advocacy.

Sales Opportunity Management Programmes

(Winning Business Opportunities)

  1. Value-Centric Selling

    A practical results-oriented approach for managing and winning sales opportunities by focusing the sales effort at the right customers and on the right issues. The Value-Centric Selling methodology aims to shorten sales cycles, improve the win-rate and reduce time wasted in no-win sales opportunities.

  2. Solution Selling

    Solution Selling establishes the key selling events in a solution sale, and practises the skills required by the salesperson. The range of solution selling is from the initial investigation of the sales opportunity through to implementation of the solution project. Participants are typically from companies whose customers are requiring a solution-centric or customer focused approach.

  3. Selling to Public Authorities

    To build credibility and trust with senior officials in a public authority account requires salespeople to understand the fundamental driving forces in service and infrastructure delivery. This programme targets the right organisations, the right individuals and the right issues for creation and communication of value.

  4. Building Value Propositions

    Salespeople learn to apply concepts and templates to define and develop statements of the measurable value of their solutions to customers. The value proposition acknowledges the customer's business environment and frames the business case for the solution by defining combinations of potential savings, revenue growth, timeframes, required investment and potential returns.

Programmes for Selling to Individuals

(Building Credibility and Trust)

  1. Executive Selling

    Enables sales professionals to develop executive-level relationships. The process guides sales professionals in targeting the right decision makers, developing a tactical plan to gain executive access, establishing credibility, and communicating a unique business value proposition to senior executives.

  2. Consultative Selling

    To become consultative, salespeople must exchange a product-centric sales approach with one that is aimed at an improved understanding of their customers as well as their customers’ business and personal needs. Consultative Selling helps to develop and apply questioning and listening competencies as a foundation for communicating business and personal value, securing a customer’s commitment and handling resistance when necessary.

Sales Competency Building Programmes

(Sales Competency Development)

  1. Value-Centric Selling Skills

    Combines a set of emerging and traditional sales competencies and support tools to sell a value-centric solution by managing the key sales engagements. Salespeople learn to develop business opportunities proactively, construct a solution and communicate a unique business value proposition more effectively.

  2. Financial Firepower for Salespeople

    The programme is aimed at developing business acumen and equipping salespeople to communicate with their customers in the language of finance, and also to generate value propositions or cost benefit analyses. It provides participants with an understanding of the financial dynamics that flow from commercial transactions and decisions.

  3. Financial Firepower for Solution Selling

    The programme is aimed at developing business acumen in the context of a solution sale. Participants learn to communicate in the language of finance. The programme assists them with an understanding of the financial dynamics that flow from significant business transactions and to develop a business case and a financial value proposition.

  4. Sales Fundamentals

    A practical approach for analysing and developing a sales territory. The fundamentals of conventional selling like prospecting and making appointments with target customers are combined with the latest techniques for sizing up key individuals, developing needs and presenting a solution professionally.

Channel Management Programmes

(Managing Alternative Channels to Market)

  1. Channel Management Process

    With a finite level of resources available, this workshop provides reseller managers with a structured methodology for managing a diverse group of resellers. The workshop combines tools and processes for assessing, segmenting and managing these resellers with an optimal mix of resource allocation and revenue achievement.

  2. Managing Resellers

    Enable organisations to maximise their market coverage and revenue potential through channel partners based on industry best practices. It applies a series of processes that enable partner managers to create measurable value for both their own organisations and the channel partner.

Sales Management Development Programmes

(Building Sales Management Capacity)

  1. Go-to-Market Decision Lab

    A unique strategy session for senior executives and managers. Using a questionnaire-based organisational alignment diagnostic and the Go-to-Market Alignment Model, the Decision Lab creates a forum for analysing, modelling, and ultimately deciding on a fully aligned Go-To-Market sales strategy.

  2. Sales Management Process

    Enables sales managers to maximise the performance of their teams through the application of knowledge, skills, processes and tools designed specifically for generating business through professional salespeople. The Sales Management Process helps sales managers gain a sharper understanding of their role and a greater awareness of the activities and behaviour that stimulates outstanding sales force performance at an individual and team level. It is a structured approach to Business Planning, People Management and Business Management.

  3. Performance Management

    A programme to assist managers with the development of leading and lagging measures for sales performance. Sales managers are supplied with skills, tools and processes to measure and manage sales performance that will allow salespeople to perform to their maximum capacity.

  4. People Development Programme

    A structured approach to recruitment and the development of salespeople in order to achieve real sales transformation.

  5. Sales Management Coaching

    This programme breaks down the Sales Management Process into smaller elements applied through on -going coaching activities.

  6. Reinforcement and Coaching Programmes

    Sales Managers are critical to ensure that knowledge, skills and best practice processes are integrated and bedded into sales organisations. All sales competency programmes are supplied with a management version to equip sales managers with skills, tools and coaching guidance for reinforcing the learning and bring about real sales transformation.