SALES ABC

Sales are fundamental to a successful business, but often misunderstood — like every other business function, selling is a process. This workshop series focuses on the sales process within a business-to-business (B2B) environment.

If you are ready to start selling, this workshop will equip you with techniques to map out your sales process and it will provide you with the tools to manage, influence and track sales opportunities. It will also provide you with the chance to refine and practice your cold calling and sales meeting techniques to improve outcomes and demonstrate repeatable sales.

TOPICS INCLUDE:

  • Sales Canvas Framework: Inbound and outbound sales calls
  • The sales funnel
  • Turning leads into prospects
  • Negotiation tactics
  • Identifying customer stakeholders
  • Metrics for the sales cycle
  • Mapping your sales pipeline
  • Define, track, analyze and manage your sales process

SESSION ONE: 

The sales canvas framework and the sales funnel- Techniques to book, prepare for and conduct a sales call.

SESSION TWO:

The customer sales meeting- A sales process and stakeholder management chart to prepare you to meet with your customers.

SESSION THREE:

Analyzing and managing the sales process- A spreadsheet approach to tracking sales with sales funnel data for a prospective customer.