Teach your team to identify and generate direct leads today. Using social selling strategies and tools like LinkedIn your sales team can be enabled today......

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B R E AT H I N G N E W L I F E I N T O Y O U R S A L E S O R G A N I S AT I O N
Using social media
by opening new
doors

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Contact us
Why do this ?
Programme overview
agenda

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Why do this ?
New avenues for
lead generation –
Upsell, Cross Sell,
referral...
The Opening Doors programme will add value by providing:
Improve skill level of sales
and assist in starting to
level types of interactions.
Introduces them to new
skills needed to succeed
today
Bridge the Sales and
Marketing divide – a
common foundation for
interacting and
promoting – WHY
Factor!
Learn how to use today’s
tools for research and to
provide insight – stand out
from the rest

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Lead Generation…
New avenues for
lead generation –
Upsell, Cross Sell,
referral..
Press to
play…

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S ales & Marketin g – a n ew en g in e
Bridge the Sales
and Marketing
divide – a common
foundation for
interacting and
promoting – Why
factor!

6. Copyright©SalesRehabPtyLtd2013
S ales & Marketin g – a n ew en g in e
Bridge the Sales
and Marketing
divide – a common
foundation for
interacting and
promoting – Why
factor!
Know your company
WHY Factor
Why your customers buy
from your company ?
Know your offering
WHY Factor
Why your customers buy
your offering per target
segment?
If you want to achieve
breakthrough success in
Sales (includes Marketing)
you need to stand out from
the rest. To achieve this
you need to learn to
communicate and
sell with WHY….
THE WHYFACTOR!All engagements incorporate our WHY Factor principles…..

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S ales skills - W h ere u n eed to b e
Where the average
salesperson skills
currently sit
Where your skills
need to be to
succeed today
Improve skill level of
sales and assist in
starting to level types
of interactions as well
as introduces them to
new skills needed to
succeed today

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Researc h an d tools in tod ays world
Learn how use
todays tools for
research and to
provide insight –
stand out from the
rest

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Programme overview

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Who is involved ?
Sales Persons
and Sales
Admins
They are the doers
Objective is skilling them up
on how to work smart in
today’s environment and
getting them to take action
and see results – “to believe”
Sales
Managers
They are the coaches
Objective is educating them on
what the doers need to do and
enabling them to coach the
doers. They are also role players
in opening, tipping and closing in
the network referral concept.
Executives
They are the untapped potential
Objective is educating them on the
power of their knowledge, networks
and roles, as well as how to use that
to drive sales. Further to create
awareness of how their role in
certain stages can be the tip and
close or key factor to opening a new
door.
Marketing
They are the messenger
Objective is educating them on their
role in ensuring knowledge from
sales is translated into information
that stands out and attracts the
right potential customer. Knowledge
is power.
Often Marketing and Sales are two islands operating in isolation. Sales is expecting marketing to generate lots of leads and
marketing is looking for input or guidance from sales. Another key objective is to educate both parties on how they help each
other to achieve each other’s objectives
Success in sales today is like an engine which requires multiple parts to
operate together in order to stand out and succeed.

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The programme is divided into stages and tailored to
audiences consisting of the following:
4 stage programme
•Awareness and
promotion of why
•Introduction
sessions for buy in
with Q&A
Awareness
Customised
Workshop based
courses with live
exercises tailored to
each Audience
Training
•1 on 1 sessions
•Group Sessions
•Management
feedback sessions
Enablement
Coaching
Defined measures
for each stage with
reporting
Metrics
Sales Persons including admins
Sales Managers
Executives
Marketing

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Salespeople today are faced with the challenges of multiple channels of communication, information overload
and speed of response as well as a customer who has information at their fingertips. To succeed, they need to
not only learn what to do, but also how best to do it for their scenario and what tools to use. To transfer the
knowledge and skill, a combination of skill training (tools and know-how) and coaching (how to apply learning
in their scenario) is needed. Lastly, buy-in and belief is better achieved by having clear measures, so that
salespeople can see results as they go.
Why multiple stages
Objective:
Preparation and
initial buy in..sell it
to them
Awareness
Objective: Teaching
them what to use,
why and how for
their role
Training
Objective: Coaching
them in their
situation on using
the skills they have
learned.
Enablement
Coaching
Objective: Show
progress and results
to drive adoption
and buy-in
Metrics
Chase real opportunities
using new techniques –
removes fear…

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How can we help ?
1. Sales landscape and scope
2. Timelines
3. Budget
Get ready for take off…..

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B R E AT H I N G N E W L I F E I N TO YO U R S A L E S O R G A N I S AT I O N