Enterprise Sales Acceleration – Professional Development Program Booking for 2020 Now
Enterprise Sales Acceleration – Professional Development Program
Overall – Proven sales revenue acceleration across thousands of sales professionals that:
- Reduces sales cycle
- Increases competitive edge
- Reduces staff turmoil and turnover
- Produces higher margins
- Provides improved sales leadership
Goals for Enterprise Sales Acceleration
“Confidence is a demonstration of knowledge.”
Ivan G. Seidenberg Former CEO Verizon
- Presents enterprise solutions selling scenarios.
- Understand what customers especially enterprise business customers are looking for and expect from a provider of integrated applications solutions and networking services.
- Understand what the situations are, success factors and solutions in making the sale and how you can make a difference in your prospective and ongoing customer relations.
- And, most importantly, maximize the confidence-to-close factor and the customer gain-retain ratio.
Audience Knowledge Gain-Retain
As the adage goes, “you can’t sell what you don’t know.” Customers “don’t buy what they don’t know either” is the reality as solutions are more complex to understand, implement and train users.” This course is critical to current direct, strategic sales, vital for up market channel partners and recommended for all new-hires before they are let loose on any customer. For current staff, comments like “filled in gaps from previous classes,” “gained new insights” and “you cannot ever know enough as this isn’t just enterprise but a very complex selling environment.” Delivered in one, two or three-day sessions from professionals with the “highest scores ever” evaluations and multi-decades of experience and a satisfaction guarantee this course is a win-win experience. In addition, knowledge is delivered with a goal of a high gain-retain approach.
All Sessions Outline : QUEST for The Accelerating Enterprise sales
- Session 1 – Top-10 Personal Sales Criteria
- Session 2 – Top-10 Sales Opportunities for Cloud Enterprise
- Session 3 – Top-20 Enterprise Customer Types
- Session 4 – Top-10 Key Criteria for Enterprise Sales Meeting/Presentation
- Session 5 – Top-10 Enterprise Proposal Guide
- Session 6 – Top-10 Enterprise Business Issues
- Session 7 – Top-10 Enterprise Technical Issues
- Session 8 – Top-10 Enterprise Network Management Issues
- Session 9 – QUEST – Questions, Understanding, Evaluating, Systems-Support and Teaching
- Session 10 – Customer Phases – Assessment, Analysis, Selection & Implementation
- Session 11 – Optional Role Play – Customer Case Studies – Mortgage, Newspaper & Manufacturing
- Session 12 – Optional Certification testing
- Session 13 –
The following are additional details on each Session:
Session 1 Top-10 Enterprise Sales Professional Personal Criteria
1) Knowledge – “you can’t sell what you don’t know,” get product, tech smart every day, know your competitors.
2) Customers want trust to make sure they don’t lose their job buying your solution. “Customers won’t buy what they don’t understand.”
2) Customers want help and leadership and most importantly, education to let them solve their problems.
3) Customers want business solutions, not pipes and boxes.
4) Customers want “case studies” on their industry-specific situations.
5) Customers want to see a vision and “leadership” from your company.
6) Customers want to know the ROI/TCO impact of their business in terms CXOs will understand.
7) Customers want a dialog, not just questions, an interactive conversation and consultation
8) Customers want you to shut up and listen more – 2E1M salespeople often ask too many questions. Customers too often feel they are being interrogated.
9) Network – make sure you are connected with them on Linkedin and follow their company.
10) A professional image – they see you, not the company and so dress for success.
Session 2 – Top-10 – Enterprise Opportunities for Cloud
1 – Customer relationship management – CRM
– Starts with a customer
2 – Enterprise resource planning – ERP
– Starts at the top
3 – Research and development
– Starts with a problem
4 – Backoffice – logistics – fleet management
– Starts at the back dock-door
5 – Front office – workflow management
– Starts with an encounter
6 – Human resources – hiring, compliance
– Starts with people in groups
7 – Manufacturing resource planning – MRP
– Starts on the floor
8 – Communications – messaging – conferencing
– Starts with communications
9 – Personal services – docs, collaboration
– Starts with you
10 – Facility services
– Starts with structures
Session 3 – Top-20 Enterprise Customer Types
Quantify Customer type:
- Growing Business
- Declining Business
- Merging Business
- White Label
Session 4 – Top-10 Concepts for Enterprise Sales Presentation
1) Before you go, check their website/social media.
2) What problems are most important for you to solve now?
3) If you could have anything fixed, what would it be?
4) Is there a telecom/IT plan? If not, can I help write one.
5) Can I borrow or make a copy of the last three month’s bills?
6) What new business applications have/want to implement?
7) Are there ways that we could help increase your revenues?
8) Is there other people that are involved in this decision?
9) Do you have a timetable? Are you moving?
10) Is there anything I forgot to ask?
- Look for the hook to present your solutions?
- Let them know about your website
Session 5 – Top-10 – Proposal/Quote Guide for UC & Network services
1) Executive summary – absolutely-positively only one page
2) Existing and proposed network configuration – before and after
3) Price – at the top of the page in big letters with place to sign
4) Analysis and recommendations – issues, risks, concerns, tell them the truth !
5) Technical analysis – including downtimes, SLA
6) Timetable – all the details and name-names
7) Management background – telephone directory
8) Case studies – tell them about their friends
9) Customer references to call – especially if same industry
10) Company background – they don’t really care but it’s nice fluff
Session 6 – Top-10 – Enterprise Business Issues
1) One stop shopping – can you do all of IT, voice, future – one bill too!
2) Planning – legacy to lunacy – can they take the old with the bold
3) Network capacity and coverage – to you, to others
4) Downtime – history is no guide to the future, yours
5) Scalability – can they grow with us, customize, virtualize
6) Responsibility – ability to provide end-to-end management
7) Experience – references, technology, redundancy
8) Accounting – how are calls billed, disputes resolved, billing interface
9) Frills/Futures – storage, programming, WEB hosting/design, VR
10) Business – model, expansion, growth, funding, ownership
Session 7 – Top-10 – Enterprise Technical Issues
1) Options – ranges of ports, bandwidths, distance, closet to cloud
2) Order processing – intervals, MTTR, fees, penalties
3) Features – need product details
4) Congestion management – where and who to discard
5) Expansion management
6) Carrier network engineering – route maps, lines/switches,
7) Security capabilities – multiple authorization levels – firewalls
8) Network management – device to access, routes and reroutes
9) Change management – moves/adds/changes (MACs)
10) Service level agreements (SLA) – who pays when it fails
Session 8 – Top-10 Enterprise Network Management Issues
1) Cybersecurity is now and will always be #1 – do a comprehensive checkup
2) Review traffic patterns – check current performance & model new ones
3) Update network map – build a “heat map”
4) Evaluate current “potholes” – worst case scenarios
5) Review current applications/sites, plan for new ones
6) Pilot “worst case sites” – parallel/diversity/redundancy
7) Expand as success increases – run parallel nets, SLA
8) Build test lab for new applications – video, VO, online, mobile
9) Monitor successes and model for network management
10) Develop monthly business report – gain/pain ratio
Session 9 – QUEST – Questions, Understanding, Evaluating, Systems-Support and Teaching
This is a core concept in sales training to really improve professional development.
Session 10 – Customer Phases – Assessment, Analysis, Selection & Implementation
Phase 1 – System Assessment – what do we have, what do we need now and in the future
Phase 2 System Analysis
Understanding bid specifications – RFI/RFP/RFQ and others
Presentation preparation – elevator pitch, team pitch
Phase 3 – Vendor selection and negotiation
Phase 4 – Systems Implementation and Evaluation
Session 11 – Optional Role Play – Customer Case Studies – Mortgage, Newspaper & Manufacturing
This session brings all the content “live” with real life case studies to remind all that “it is better to be embarrassed here than in front of the customer.”
Session 12 – Optional Certification Testing
Testing is never an absolute but gives an assessment of learning gained and retained.
Session 13 – Ongoing “Personal Trainer” Coaching
Personal and shadow (listening in) coaching is available and recommended not just for monitoring but facilitating consistent and improved performance for all sales staff. Like with having a personal fitness trainer, we can provide an oncall, text or email sales coach to help answer questions for unique and challenging customer situations.
Course Delivery – All content can be delivered in total or by Session. Note: All content mentioned may not be completed due to audience questions and responses as sessions are designed for audience interaction. To proceed, please select the Sessions you want, determine the number of students, select venue and dates along with any special course content or integration with your other programs and contact us for pricing. If you have topic or scheduling questions, you can call 303-594-1694 or email firstname.lastname@example.org
Delivery methods– three- or six-hour with one, two and three-day delivery with limited webinar option available. Scheduling is extremely limited due to previously scheduled seminars. We recommend you have two dates in mind as 2020 scheduling is already filling up.
Scheduling and Terms– Tuition and travel are prepaid prior to confirmation of delivery date. Payment methods include credit cards, PayPal, ACH/wire. Due to the breadth and depth of this seminar, all topics may not be discussed due to student questions and class interaction. Customer provides projector, comfortable room, food/beverage service, classroom desks, and other logistics. Course topics or terms may change without notice.
If you have any questions regarding specific content presented or want specific topics or issues addressed, please email or call.
The author and presenter have used their best efforts in preparing this seminar and the programs contained in it. These efforts include the development, research, and testing of the theories and programs to determine their effectiveness. The author and presenter make no warranty of any kind, expressed or implied, with regard to these programs or the documentation contained in this seminar. The author and presenter shall not be liable in any event for incidental or consequential damages in connection with, or arising out of, the furnishing, performance, or use of these programs.