Accelerating Salesforce Effectiveness with the Sales Advantage Series
Business Challenges Solved with This Course
Sales Advantage Series
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.
What You Can Expect From This Course
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.
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.
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.
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.
The Sales Advantage Series includes various performance application, reinforcement, and support tools, such as planning tools, checklists, application exercises, job aid cards and electronic reinforcement tools. These tools ensure that participants can hone newly acquired skills and behaviors upon returning to work.
After the workshop, Our Learning That Never Stops™ approach ensures skills learned in The Sales Advantage Series will be transferred to day-to-day work practices with our extended learning follow-up for self-paced reinforcement.
Involving managers early on and training them to coach for improved performance, is also important for successful program implementation.
NuVue 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.
Based on the programs delivered, participants are able to:
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