Sales Training For Profitable Revenues With B2B Sales Consulting 2009

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A proven sales model that has sold projects ranging from thousands to millions of Pounds, Dollars and Euros for expert rain makers to consultants and engineers who do not enjoy selling. Supported with practical tools and templates.

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Sales Training For Profitable Revenues With B2B Sales Consulting 2009

  1. 1. B2B Sales Consulting “…. helping you win clients and grow profitable revenues” Sales Training for Profitable Growth
  2. 2. Our clients tells us we deliver results because we are practical, experienced and flexible SHREEVEPORT management consultancy
  3. 3. Our clients tell us that we how to help them sell to the boardroom because …. <ul><li>We are uniquely focused on high value ‘Business to Business’ professional services sales </li></ul><ul><li>We align all aspects of Market Readiness and Sales Effectiveness in an integrated manner (sales model, processes and management) </li></ul><ul><li>We understand the human side of the sale using our InterPersonal Selling© and Decision Making Models </li></ul><ul><li>We go beyond the ‘what to do’ by working with our clients on the ‘how to do it’ for Profitable Growth </li></ul>
  4. 4. 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
  5. 5. We help our clients sell complex, high value, ‘Business to Business’ propositions <ul><li>OUR VALUE PROPOSITION </li></ul><ul><ul><li>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 </li></ul></ul><ul><li>OUR PEOPLE </li></ul><ul><ul><li>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 </li></ul></ul><ul><li>OUR APPROACH </li></ul><ul><ul><li>We work with clients to design, implement and deliver customised assignments, from a proven toolkit, to deliver agreed results </li></ul></ul>
  6. 6. 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
  7. 7. 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
  8. 8. 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
  9. 9. We help our clients to grow profitable revenues by harmonising the 4 revenue engines using…. <ul><li>Business Development </li></ul><ul><li>Market Messages </li></ul><ul><li>Microbranding © (5 buying steps) </li></ul><ul><li>Interpersonal Selling © </li></ul><ul><li>Demand Creation </li></ul><ul><li>Decision Management </li></ul><ul><li>Account Management </li></ul><ul><li>Sales Management </li></ul><ul><li>Targeting </li></ul><ul><li>Pipeline </li></ul><ul><li>Qualification </li></ul><ul><li>Pricing </li></ul><ul><li>Forecasting </li></ul><ul><li>Resource Allocation </li></ul><ul><li>Recruitment </li></ul><ul><li>Performance Management </li></ul><ul><li>Competencies </li></ul><ul><li>Goals </li></ul><ul><li>Appraisals </li></ul><ul><li>Reward </li></ul><ul><li>Personal Development Plans </li></ul><ul><li>Career Management </li></ul><ul><li>Client Satisfaction </li></ul><ul><li>Market Readiness </li></ul><ul><li>Value Proposition(s) </li></ul><ul><li>Lead Generation </li></ul><ul><li>Market Position </li></ul><ul><li>Sales Collateral </li></ul><ul><li>Market Messages </li></ul>
  10. 10. … 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
  11. 11. 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
  12. 12. Some examples of B2B Sales Consulting’s proprietary business development techniques
  13. 13. Some of the ways we can help you to transform profitable professional services revenues <ul><li>Market Readiness </li></ul><ul><ul><li>Build focused value messages for your most attractive markets </li></ul></ul><ul><li>Lead Generation </li></ul><ul><ul><li>Outsource it to us and we will produce qualified leads </li></ul></ul><ul><li>Sales Effectiveness Workshops </li></ul><ul><ul><li>Select and customise specific modules for your people </li></ul></ul><ul><li>Demand Creation </li></ul><ul><ul><li>Specific tools and techniques to create innovative new business </li></ul></ul><ul><li>Account Management Clinincs </li></ul><ul><ul><li>Maximise your ‘safe’ revenue before your competitors do </li></ul></ul><ul><li>Opportunity Coaching </li></ul><ul><ul><li>Fastest results, real ROI, fees can be success based </li></ul></ul><ul><li>Business Development Recruitment </li></ul><ul><ul><li>Culture fit more important than a glossy CV </li></ul></ul>
  14. 14. Contact Us www.b2bsalesconsulting.co.uk (rebuilding) [email_address] Dave Pavitt +44 777 552 5587

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