Training Sessions - Sales Advisor - Advice, Educate, Network

Step one of this program is to choose 6 modules from the session listing below for the 6 month program or 12 sessions for the one year program.

Once you have selected your session topics experts will be provided based on the modules you select. You will be called by a member of the Sales Advisors team to discuss your session selections and to schedule your program.

1.	Defining Your Unique Value and Sweet Spot – Identifying your competitors’ strengths and weaknesses Defining your sweet spot for your products by industry and by sales potential Defining your differentiators that can be used in any phase of the sales cycle Identifying the departments and titles of people who benefit most from your offer
2.	Strategies Based on How Well or Poorly You Are Positioned – Defining if you are in a position of strength or weakness Tactics make your strategy work and defeat the competition Different roles people play and how to leverage them Defining and developing coaches within a prospect’s organization
3.	Why Aren’t My Deals Moving: De-Risking a Buying Decision – Using trials and proofs of concept during a sales cycle Reducing risk in the contract Leveraging key influencers to promote your proposal Showing a strong ROI and TTV (Time to Value)
4.	Gaining Access to Power/Account Penetration – Define Your Best Opportunities for Success How do you get there -The Best Lead Sources Never cold call again - Having a legitimate reason to call What do you say when they pick up the phone? Using e-Mail Using the Internet to "learn” about your prospects
5.	What Do Executives Care About? – C Level, Director and Management Responsibilities, Business Challenges and Key Performance Indicators (KPI) Profiling by position Staying in contact throughout the sales process
6.	Qualifying More Effectively So You Don’t Waste Time and Resources – Identifying impending and compelling events Identifying the business rhythm of projects How to qualify and ask about time, money, budget and more Asking questions to qualify deals throughout the sales cycle
7.	Presentation Skills – Creating an effective presentation flow Tying your presentation to the prospect’s priorities and needs Differentiating yourself and your product Differences in presenting on the phone, the internet, and in person
8.	Negotiating More Effectively – Preparing effectively for a negotiation Staying aware of the value of your offer Handling negotiation issues/objections Negotiation tactics to watch out for Dealing with price Issues
9.	Selling in Bits Size Piece – Identifying if the deal is too big for the customer to commit to How to gain a little commitment to lock in a bigger commitment Understanding signature and authority levels to make proper proposals Using draft and multiple option proposals to get more deals
10.	Using Technology to Achieve Your Sales Goals – Marketing and prospecting Servicing your customers Follow up to sales opportunities
11.	Using Social Media for Prospecting and Maintaining Relationships – Smooth transition of accounts due to turnover or growth Identifying the appropriate channels –blogs, tweets, etc Measuring effectiveness

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