Day 1: Greg Accardo
sales executives embrace the changes & challenges of an ever advancing technological
landscape, and acknowledge this impact on the sales process. This two-day
course is a highly interactive program designed to expose sales professionals
to the new areas of Social Selling, Engaging with Insight, Identifying Customer
Needs, Discovering Needs Based Sales Solutions, and becoming an overall
Customer Motivated Sales Professional.
The course will also utilize one-on-one coaching to target each registrant’s specific
needs. Course content includes the following:
Objections & Questions
Sales and Leadership Assessment
Brian Gardner (SalesProcess360)
companies when asked what their competitive edge is the answers are typically
the same as their competitors. So what is your company’s competitive edge and
how can you fuse sales process improvements and CRM to gain an edge over your
Day 2 will
comprise an interactive workshop to discuss best practices that have been
implemented over the past 18 years in order to help sales executives drive
their company toward organic growth and a competitive edge.
company a competitive edge and drive your team to the next level:
you focused on the part of the sales cycle that can drive increased sales?
you should be focused on Load Input Goals and not just Sales Goals.
are your Leading Indicators that act as your GPS to tell if you are going to
hit your targets?
you focused on Sales KPIs or Backend KPIs
you leveraging BI (Business intelligence)?
Dimensional Account Profiling vs traditional 1 Dimensional
areas of discussion will be taught in a hands on workshop environment with
exercises that can be taken back to the office.
shows that most companies feel they are not getting the ROI from CRM they had
hope or expected too. We will discuss the do’s and don’ts of what is needed to
get ROI from CRM.
conduct a Sales Process and CRM Audit. After this exercise, participants will
have a blueprint and a roadmap on what to focus on with CRM.
the program each will work on for their company.