Increase Sales
Find the Good Customers and Prospects
Miller and Heiman say that over 30% of the opportunities brought in by salespeople are not good fits for their companies. That’s a waste of 30% of your sales time and, if you win the business, a needless waste of time, people, and equipment. You can learn to develop an Ideal Customer Profile that moves you from bad business to good business. The original Ideal Customer Profile, introduced by the Miller-Heiman organization, is now enhanced with metrics so that everyone on your sales team and in your organization can see how customers and prospects measure up with your goals.
Who should attend:
CEOs and top management
Sales and marketing leaders
Sales people
Sales engineers
Customer service
Learn Sales Management Tools to Double or Triple Your Business
Learn sales management tools that can double or triple your sales results. This workshop will show you step-by-step how to track your opportunities through the sales process and forecast your future income. You’ll learn how to turn your prospects into customers and to know what steps you must take to close the deal. If you are leading a sales team, these tools will make your whole team more effective and communicate better with you.
Who should attend:
CEOs and top management
Sales and marketing leaders
Sales people
Sales engineers
Learn How to Generate Leads for New Business
The old ways of cold calling to find new customers are dead. Eighty percent of decision makers say that they find their suppliers rather than the suppliers find them. Learn how to efficiently generate and qualify leads, how to reach decision-makers, how to use new internet tools and social media, and how to map the path to successful sales in small and large companies. Workshops will include hands-on exercises in markets you want to reach.
Who should attend:
CEOs and top management
Sales and marketing leaders
Sales people
Sales engineers
Improve Your Sales Presentations to Improve Your Results
Whether you are on the telephone or face-to-face, you must present your story to your prospects effectively. From listening to the customer to making a presentation, your positioning, language, and the structure of your story make the difference. Learn how to be effective when you finally get those few moments with a prospect and how to move the opportunity to the next step.
Who should attend:
CEOs and top management
Sales and marketing leaders
Sales people
Sales engineers