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.
