The document discusses the need for sales organizations to adapt to changing economic conditions. It notes that past skills and processes may no longer lead to success. The document proposes that EDGES can help organizations assess skills, develop salespeople, and customize training to improve sales results through a six-part interactive skills series addressing topics like developing pipelines and closing sales. EDGES' approach includes classroom training, train-the-trainer guides, and fully customized solutions to connect salespeople and processes.

1. Sales and Business Development
September 9, 2010
In this tough economy, the way most of our organizations have had to sell business to stay afloat, has changed,
and continues to change rapidly. Sales engines have had to become more innovative and adaptable to meet
business goals. For many sales teams, this means the skills that yielded success in the past may not be the
same ones that rebuild success in our future. And, it isn’t only skills that we need to adjust; it is also processes
that enable fluid sales in this dramatically different post-recession environment.
Ask yourselves - Does your (sales) organization need to:
 Streamline sales efforts for greater cross-functional efficiency?
 Produce markedly better sales results?
 Improve or enhance sales attributed to one channel or business unit?
 Upgrade skills and flexibility of your current sales staff to respond to rapidly changing marketing
conditions?
 Standardize the on-boarding process for your sales staff?
EDGES approach is clean, simple, effective and proven. With targeted customization to meet your
organization’s specific needs, we provide solutions to help improve sales and grow your business.
Sales Applications™ - Assessment and Development for your Current and Future Staff
EDGES highly interactive sales assessment process can be used to identify the skills sets that your incumbents
or candidates have, naturally, as compared to the definition of the scope of their job. Then, processes to help
them build skills in their gap areas are implemented to enable your sales force to transition quickly to the new
business needs. Using a competency-based approach, a highly interactive assessment process is developed to
assess and grow your current sales force, and to enable you to better select new sales people.
Sales Solutions™ - Interactive Skills Growth for your Current and Future Staff
EDGES customized, a six-part sales series that is configured to support your sales goals and to fully prepare
your sales staff for the challenges they face. The six parts are defined below and on the following page.
• Research and qualify leads; partnering with marketing
Building the Pipeline • Use social networking and other sources to generate leads
• Set goals and do effective pre-call planning
• Gain the edge on competetition; develop the value proposition
Selling the Story • Communicate with, influcence and sell to the audience
• Develop a full menu of solutions for the prospect
• Make an effective opening presentation
Opening the Sale • Probe for information; offer value driven solutions; adjust to new information
• Handle objections; address concerns
1 © By EDGES, Inc. 2009 - 2010

2. Sales and Business Development
September 9, 2010
• Follow through on commitments
Working the Sale • Write proposals, price business and gauge capacity
• Solve problems for the longer term to become an invaluable resource
• Practice techniques and methods to close the deal
Closing the Sale • Close the contract; sign the deal
• Partner in the business start-up
Building Systemic • Manage time, territory and results
• Manage communication through multiple mediums (phone/ web)
Efficiency • Track and follow through using availble systems for prospect management
This six-part series enables participants to learn a process, connect it back to the way their organization
functions, while refining and developing their sales approach for success.
The methods of delivery:
 Interactive Classroom Work for new and existing employees- each module is 1 – 1.5 days delivered by
EDGES Sales Facilitation Specialists. NOTE: Some content may be delivered in a web-based format to
shorten in-class time.
 Train the Trainer – comprehensive Facilitator’s Guides are prepared for in-house Sales Personnel to be
the teachers for the modules.
 Self Guided On-Boarding Manual - for new employees, recommended if the numbers of people hired
are less than 4 per quarter.
Your Sales Solutions™ Fully Customized Solutions for your teams
Using the core foundations of Sales Solutions™ and Sales Applications™, along with the need to fully connect
the inner workings of your sales organization(s), EDGES qualified Sales Experts will work, on a cost efficient
retainer, in conjunction with your staff to fully develop training on your processes and your tools. This
methodology also allows you to evaluate your current systems and processes to ensure full effectiveness,
resulting in some change to methodologies while the training is being developed. Training is mapped to your
methods, and synergies are emphasized. Your output is a fully customized training process that trains the
participant on every aspect of your sales process. This option is the most powerful way to fully re-invent your
sales efforts, injecting energy and enthusiasm into your future.
An effective sales organization fully depends on an
effective connection between the people and the
.
processes that drive your business results. They cannot
drive results if they are not both fully efficient, and they
cannot either one drive results without the other.
2 © By EDGES, Inc. 2009 - 2010