We specialize in sales training, sales coaching and sales training of B2B sales, solution sales, consultative sales, key account management, and enterprise sales.
We have helped companies to successfully selling their product and services to more than 600 reputable organizations.
Our clients engaged our service because; we helped them;
- to increase customer base.
- to increase wallet share.
- to increase sales revenue.
- to monetize poor performing product & service.
- to expand business to overseas market.
- to convert product selling to consultative selling & solution selling.
- to convert from selling 'cheap product' to selling premium goods.
- to win businesses from key competitors.
- to help salespeople how to sell confidently.
- to help salespeople to manage stress.
- to align sales activities to maximize overall profitability.
- to implement management dashboard and corporate-wide KPI (Key performance indicators) & KSI (Key Success Indicator).
2. We know why your
sales revenue is
significantly lower than
your competitors!
3. Why our clients engaged us?
• Increase customer base.
• Increase selling price & profit margin.
• To win businesses from targeted competitors.
• Increase performance of salespeople.
• To sell into targeted account.
• Expand business to overseas market.
• To monetise the poor performing product & service.
4. Why sales coaching is important?
“Salespeople who receive 3 or more hours of sales
coaching per month on average reach 107% of their
quota…”
(study of Sales Executive Council)
5. According a reputable survey of 6,000 sample size:
The star performer in solution selling can outperform their peers
by almost 200%.
Means star performer is contributing 3 (THREE) times the
revenue of their peers. E.g. RM1.5 million vs RM500K.
Extra RM1.0 million per person.
Given the same products and the same support, the main
variables will be their individual competency and selling skills.
10. Certified by government agency and professional bodies:
• Ministry of Human Resources, HRDF, PSMB.
• Harrison Assessments.
• ICSA.
11. Lecturing UK & USA MBA & Bachelor’ Degree program; covering useful topics such as:
Blue Ocean Strategy (BOS).
Balanced Scorecard.
The Institute Way.
Negotiation.
Mobile commerce & e-commerce.
Entrepreneurship.
13. What is B2B Sales (business to business)?
It is not B2C sales (none business to consumer sales).
It is not Multilevel Marketing sales.
It is not retail sales.
Commonly known as solution sales, enterprise sales, technical
sales, or consultative sales.
Transaction between company and another company.
14. What is B2B Sales (business to business)?
Much larger transaction value.
Much complicated sales process.
More intense competition.
Much complicate requests by customers.
Deal with many stakeholders.
15. Who are the B2B salespeople in the company?
Enterprise sales team or Key Account sales team.
Corporate Account Manager,
Account Manager,
Key Account Manager,
Business Manager,
Sales Engineer,
Enterprise Sales Manager, or
Sales Consultant.
How much time do I have?
Presentation includes
** my background.
** challenges of B2B sales.
** my offerings.
** my target customers.
Is it possible to keep question until Q&A???
I have structured answers for all frequent asked questions already.
First question; why I choose this spooky slide?
@@ I am like a Ghost buster to help B2B company & salespeople to resolve their worst nightmares.
** Why sales training coaching important?
According a study by Sales Executive Council USA, sales people received coaching & training performed 22% better than peers.
>> I observed worst. Could mean over achieve sales target or zero sales.
** If annual sales quota of 100million RM; means (22% x RM10 Millions). RM22 million extra revenue.
For large enterprises could means extra revenue of a few hundred millions.
(Sales Coaching, by Linda Richardson 2009).
-------------------------------------
“Salespeople who receive 3 or more hours of sales coaching per month on average reach 107% of their quota…”
Without coaching average lower than 85%.
Let’s sync up our taxonomy or the jargons.
B2B sales (business-to-business sales)
@@ is simply means ‘non-B2C sales (none business-to-consumer sales)’,
@@ ‘not MLM sales’; not direct sales network marketing.
@@ & ‘not retail sales’.
@@ Is commonly known as solution sales, enterprise sales, technical sales or consultative selling.
@@ It is the sales transaction between company and company.
@@ The average transaction value of B2B sales is usually much larger than the B2C.
@@ Almost unavoidably, the B2B salespeople need to handle much complicated sales process,
@@ more intense competition
@@ and have to address much complicated requests
@@ different requests posed by stakeholders of different departments from the customer namely procurement, engineering, quality control, accounts and the users.
@@ In organization, they are the salespeople in the enterprise sales team or key account sales team.
@@ They could be carrying the job title of Corporate Account Manager, Account Manager, Key Account Manager, Business Manager, Sales Engineer, Enterprise Sales Manager and Sales Consultant.