Sales Training For Profitable Revenues With B2B Sales Consulting 2009

B2B Sales Consulting “…. helping you win clients and grow profitable revenues” Sales Training for Profitable Growth

Our clients tells us we deliver results because we are practical, experienced and flexible SHREEVEPORT management consultancy

Our clients tell us that we how to help them sell to the boardroom because ….

We are uniquely focused on high value ‘Business to Business’ professional services sales

We align all aspects of Market Readiness and Sales Effectiveness in an integrated manner (sales model, processes and management)

We understand the human side of the sale using our InterPersonal Selling© and Decision Making Models

We go beyond the ‘what to do’ by working with our clients on the ‘how to do it’ for Profitable Growth

We have a flexible and integrated approach to growing our Clients’ profitable revenues Sales Management Sales Coaching and Skills Transfer Lead Generation & Demand Creation Market Readiness Resource Mgmt and Recruitment

We help our clients sell complex, high value, ‘Business to Business’ propositions

OUR VALUE PROPOSITION

We help our clients win and grow profitable revenues by creating demand, improving their market readiness, sales effectiveness and building their people’s selling confidence

OUR PEOPLE

We are experienced IT and Consulting Professionals with proven Sales and Management track records from Gemini, BAH, KPMG, Deloitte, CGE&Y, MicroStrategy, Oracle and Baan

OUR APPROACH

We work with clients to design, implement and deliver customised assignments, from a proven toolkit, to deliver agreed results

Our Revenue Roadmap© connects the 5 revenue levers for profitable growth EMERGING CLIENTS’ NEEDS New Services and Markets Demand Creation New Business Development NEW Account Management Account Planning Account Development EXISTING Market Messages Lead Generation Pipeline and Bid Management DIRECTION GROWING PROFITABLE REVENUES Short Value Proposition Value Chain Capabilities & Service Offers OFFER Executive Profiling Market Targeting Market Positioning POSITION

Our B2B Sales Roadmap © guides you & your team through complex Sales Cycle Motives Decision CRITERIA Relationship OPEN DEVELOP CLOSE BUYING DRIVERS PHASES CLOSE TRIAL APPROACHES OBSTACLES BENEFITS ISSUES CLOSE TEAM BUSINESS CASE COMPELLING EVENT RATIONAL POLITICAL EMOTIONAL

Our Value Chain creates different ways to grow our Clients’ Profitable Revenues Transfer Skills Coach Opportunities Design Sales Effectiveness Transform Results Clients Benefits in £££ Implement Change Sharpen Market Readiness

We help our clients to grow profitable revenues by harmonising the 4 revenue engines using….

Business Development

Market Messages

Microbranding © (5 buying steps)

Interpersonal Selling ©

Demand Creation

Decision Management

Account Management

Sales Management

Targeting

Pipeline

Qualification

Pricing

Forecasting

Resource Allocation

Recruitment

Performance Management

Competencies

Goals

Appraisals

Reward

Personal Development Plans

Career Management

Client Satisfaction

Market Readiness

Value Proposition(s)

Lead Generation

Market Position

Sales Collateral

Market Messages

… by using B2B Sales Consulting proven sales tool kit for sales people micro Branding Qualification The 5 Selling Steps Closing Team Selling Team Buying Partnering InterPersonal Selling Behavioural Communications Sales Strategies Bid Management Account Development Lead Generation Handling the 1 st Meeting Decision Management Competition Benefits Development Phased Selling Negotiating Targeting Buying Climate Styles & Competencies Campaign Management SALES MANAGEMENT CAPABILITY BEHAVIOURAL CAPABILITY INDIVIDUAL CAPABILITY TEAM CAPABILITY Market Messages Communications Written, Verbal & Visual Win Planning Sales Processes New Service Development Account Management Win / Loss Debriefs Market Comms Performance Appraisals Pipeline Management Market Positioning Pricing Value Creation

Our workshop delegates tell us they get practical tools they can use immediately “ A very positive experience. Good exercises and I learned some good tips” Charles Heyhoe, NEC “ The ability of the presenters to be flexible and to modify the course content overnight (at the attendees’ request), was much appreciated” Jim Blakelock, Mantix “ Really got my mind working – sound & gritty models that reflect real business and real life” Kevin Johns, Catalise “ The most directly relevant course that I have attended in my consulting career” Kevin Stockbridge, m.a.Partners “ An exciting opportunity to gain an insight into the buyer’s mind and the psychology of the buying process” Jamie Maxwell-Grant, HB Solutions “ Very good for proposal building and entry strategy” Sunil Shah, EDS We always measure delegate satisfaction We follow Kirkpatrick's Four Levels of Training Effectiveness Level 1: Measure Reaction Level 2: Measure Learning Retention Level 3: Measure Behavioral Changes Level 4: Measure Results “ Good clear delivery and entertaining illustrations” Mark Rands, PA Consulting “ Very well presented. I appreciate the examples & real-life scenarios” Ani Tertzakian – Equinox

Some examples of B2B Sales Consulting’s proprietary business development techniques

Some of the ways we can help you to transform profitable professional services revenues