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Strategic Sales Training

What's Included?

  • Six live training sessions, each 60 minutes in duration (one session per week).
  • Each session is led by Dan Fisher, owner of Menemsha Group
  • Workshop is online via live video gototraining.com conferencing
  • All you need is a computer w/speakers, computer headset or VOIP and an Internet connection
  • All workshops will be recorded & made available for streamed viewing following the live session
  • Final comprehension exams
  • Live chat room, Q & A and email support
  • Detailed sales, email and voice scripts and templates/participant workbook (IT staffing sales playbooks) 

$570.00 Per Person. 


Strategic Sales Training Course Schedule

Monday, July 14, 2014 at 4:30 pm EST Running Effective Sales Meetings

Learning objectives include:

  • How to properly prepare for face to face meetings (and why you leave the marketing materials at the office)
  • When and how to use meeting agendas
  • Effective ways for opening face to face meetings and establish client expectations
  • Strategies for driving a business discussion
  • Closing face to face meetings and establishing next steps

Monday, July 21, 2014 at 4:30 pm EST Developing Your Business Acumen  

Learning objectives include:
  • What IT decisions makers think about and  truly value and how to sell to it

  • What a “business driver” is and how to identify them in your accounts & prospecting efforts

  • To recognize different types of “trigger events” and how to leverage them in your sales efforts

  • Understand business drivers for different technology initiatives

  • You want to be a client partner and not just a vendor? Here is what your client needs from you  

     

Monday, July 28, 2014 at 4:30 pm EST Strategically Selling to IT Executives

Learning objectives include:

  • Learn and apply strategic sales strategies that pique the interests of IT executives
  • Learn how and why corporations buy products & services
  • Preparing for and structuring the strategic sales call with IT executives
  • Learn how to uncover and diagnose critical business issues (client “pain” points)
 

Monday, August 4, 2014 at 4:30 pm EST Demand Generation: Creating Value with Every Interaction

Learning objectives include:

  • Understand major shift in buyer behavior and how that impacts sales professionals 
  • Why traditional sales and marketing strategies no longer work (why you must adapt)
  • How to incorporate demand generation strategies into your existing sales/marketing process
  • Strategies for positioning yourself as a thought leader and creating demand for your services
 

Monday, August 11, 2014 at 4:30 pm EST Managing The Sales Cycle

Learning objectives include:

  • Learn when and why sales bottlenecks happen (and how to prevent them)
  • Uncover the hoops that your customer’s must jump through including the specific tasks they must complete before they can hire your candidate/consultant and understand why this is critical to success
  • Implement elements of control into the sales cycle by applying project management principles
  • Eliminate surprises by implementing contingency plans throughout the  sales cycle and focusing on what the client needs to do

Monday, August 18, 2014 at 4:30 pm EST Pricing & Rate Negotiation

Learning objectives include:
  • The 7 elements of perceived customer value

  • The anatomy of the customer decision making process.  Understand when and why price becomes more important during different stages of the sales process & how to manage this

  • Primary and secondary strategies for establishing and qualifying the client budget  

  • Tools and processes that capture negotiation tradeoffs and learn how to turn a customer request into an opportunity

  • How to establish parameters that detail what’s negotiable and what isn’t.

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