To compete in today’s complex sales environment, salespeople must go beyond traditional sales approaches and serve both their customers and their own organizations as consultants and strategists. The Sales Advantage Series focuses on building a consultative mindset by employing critical consultative approaches, skills, and tools to create business-level value for the client. To build the strategist mindset, the series includes modules focused on helping salespeople identify high-yield opportunities for their own company, while managing the competition in a way that is beneficial to the client.

“Consultative selling”—the ability to understand and link solutions to a customer’s business priorities—is a critical skill but is no longer by itself a differentiator. “Strategic selling” is also required—being a strategist for one’s own organization, selecting high-yield opportunities, and demonstrating business value, all while managing the competition in a way that is beneficial to the customer. The real opportunity to stand out from the competition lies in becoming both a true consultant to the client and a strategist to the business, asking a different set of questions focused on the customer’s core business processes.

Once the salesperson thoroughly understands these consultant and strategist processes—how they link to each other and what kind of information is exchanged among them—it is possible to identify unique opportunities to improve key metrics for the client organization.

Program Overview

Researched and developed by Wilson Learning, The Sales Advantage Series equips high-performing salespeople to be seen by clients and their own organization as true business advisors, setting them apart from the competition. The series takes salespeople through the most crucial aspects of consulting: discovering the customer’s critical success factors, aligning the solution to the customer’s buying processes, differentiating the customer offering, and improving the customer’s business processes.

The Sales Advantage Series is comprised of configurable, instructor-led modules. The modules include:

  • Aligning Sales with Business Value
  • Conducting Strategic Business Calls: Discovering Critical Success Factors
  • Aligning with Customer Buying Behaviors
  • Creating Differentiated Offerings
  • Managing Opportunities
  • Managing Decisions
  • Managing Competition

Modules can be taken independently or as a complete series over time. Participants complete pre-work for each module to better leverage session activities that bring the concepts to life through reflection, case work, and application of new tools. Salespeople also work on their own client opportunities to advance their understanding and use of the tools.

Optional half-day application sessions are available to reinforce key concepts and allow salespeople to put new ideas into practice and further advance their understanding. Key learnings by module include:

Aligning Sales with Business Value
This two-hour webcast sets the stage for building a consultative mindset and prepares sales professionals to advance their role to that of a business advisor to their clients.

Conducting Strategic Business Calls: Discovering Critical Success Factors
A one-day, two-part learning experience, this module first emphasizes the importance of understanding organization-level priorities, industry trends, and market forces that affect sales and shape effective offerings.

The module then focuses on making meaningful, credible calls on strategic call points. Participants learn how to prepare for strategic calls, what to discuss, how to use time well, and how to maintain positive relationships with existing client contacts, while calling higher, wider, and deeper in an account.

Aligning with Customer Buying Behaviors
This half-day module focuses on leveraging the buying priorities of customers. This module explores why some clients are open to longer-term, complex solutions, while others simply want to conduct low-risk transactions. It helps salespeople adapt their offering to ensure that buying priorities never become a barrier to a buying decision.

Creating Differentiated Offerings
This half-day module equips salespeople with the strategies and tools to set themselves apart from the competition. In this module, sales professionals learn how to look beyond easily commoditized features and services to develop real differentiation based on what the customer values, which is hard for competitors to replicate.

Managing Opportunities
This half-day module focuses on how to make optimal decisions when choosing which opportunities to pursue. Sales professionals learn about the factors that influence whether a customer will move forward with a buying decision.

Managing Decisions
This half-day module helps salespeople learn how to interpret the decision dynamics for an opportunity so they can influence the decision in their favor. Sales professionals learn how to manage key stakeholders in the decision process. They create an Influence Map, which summarizes stakeholders’ perspectives about your organization and assesses each stakeholder’s level of influence.

Managing Competition
This half-day module helps high-performing salespeople learn how to outmaneuver the competition. Sales professionals learn about the competitive landscape using The Value Map™. This tool will help them assess their value and their competitors’ value from the customer’s point of view.

Program Benefits

Aligning Sales with Business Value
This pre-session webcast ensures the readiness of sales professionals to be fully engaged and prepared to learn these critical skills and approaches and apply them to their client accounts.

Conducting Strategic Business Calls: Discovering Critical Success Factors

As a result of participating in this module, salespeople will understand what’s most important to a client and will make more effective business calls on strategic call points throughout a client organization.

Participants will create offerings that command significant profit while providing greater organization-level value to their clients.

Aligning with Customer Buying Behaviors
As a result of participating in this module, salespeople will win and keep more business by adapting what they sell to align with the buying processes and priorities of their clients.

Creating Differentiated Offerings
As a result of participating in this module, salespeople will differentiate themselves and their offering in a highly competitive market by improving the customer’s buying and usage experience. Salespeople learn how to maintain and expand business in both existing and new accounts by becoming business advisors to their clients and offering solutions that clients truly value.

Managing Opportunities
From participating in this module, salespeople are equipped to identify high-probability and high-profitability opportunities from their portfolio of accounts.

Managing Decisions

As a result of participating in Managing Decisions, salespeople learn how to influence the customer’s decision in your organization’s favor by creating strategies that influence the decision-making process.

Managing Competition
As a result of participating in this module, salespeople will view your organization as the customer sees it relative to competitors. It also teaches salespeople how to implement a competitive strategy that aligns your organization more closely to the customer than the competition’s strategy does.

Program Details

Session Length:  Dependent upon modules delivered
Participant Materials:  Participant Guide, job aid card, eLearning follow-up modules

The seven module program is typically delivered in a classroom setting except for the Aligning Sales with Business Value webinar, but can be delivered in a blended classroom and electronic approach. NuVue Business Solutions works with your team to identify your business needs to ensure the delivery of the program targets your business challenges and objectives. Program content can be customized based on your business model.

Contact NuVue Business Solutions at 800-688-8310 or 919-562-5599 to see how we can help develop your Sales Team and produce business results.

Aligning Sales with Business Value Video
Conducting Strategic Business Calls: Discovering Critical Success Factors Fact Sheet
Aligning with Customer Buying Behaviors Fact Sheet
Creating Differentiated Offerings Fact Sheet
Managing Opportunities Fact Sheet
Managing Decisions Fact Sheet
Managing Competition Fact Sheet

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