This training is to teach the best practices of doing inside (B2B) sales.
Know the Company -
What products do they sell?
What sort of customers buy their products?
What need/problem do their products solve?
How long are they in this business?
Where are they based out of?
Read/Follow their brand pages on LinkedIn, Twitter & Facebook (Optional)
What PR activity have they done in the last 3 months?
Know the customer (client) –
Who are the CXO level people in the company – CEO, CMO, Business Heads, Product & Channel managers?
Go through their LinkedIn profiles and check their career background. See if there are common connects with your company’s leadership teams.
Check on their social footprints on LinkedIn and Twitter
Search for the events/online interviews/lectures they attended and shared their views in the last 3 months.
Know the Industry –
Who are the competitors of the company?
Who is the market leader in their space?
What is their product differentiator?
Find out the pain point –
Search for all the company products listed on Amazon.
How many SKUs are listed there?
Search for non-availability of products on Amazon.
Search the internet to see if customers have ranted about anything online – Bad customer service, delay in product delivery, damaged products, wrong products, unavailability of the right size and feature about the product.
Are the products listed properly and easily discovered on Amazon?
Are the descriptions about the products listed good enough to describe the product?
Has the client listed all the SKUs on Amazon?
Are they advertising well about the products?
Build your story –
After doing all the above build an attractive story to approach.
Make sure it is compelling enough to grab the attention of the person you are reaching out to. 1st via text on – LinkedIn, email, etc. It should be compelling, precise and short enough to make you earn a slot to talk to them via a call or get a meeting. \
During the call/meeting the pitch should be how can you address the pain points with your company.
Learn to groom professionally as sales resourceUnderstand "Moment of Truth" and learn to deliver good moments consciously Learn pre-sales, qualification checks, opening, closing, handling rebuttal, presentation and demonstration Learn practical rapport building techniques
High impact Sales Conversations for B2B Professionals
Enhancing skills and mindset of sales professionals so that they are able to: Close More Deals at Higher Value ($$). This training program helps sales professionals in a holistic way. They not only learn about the psychological side of buyer mindset, but also learn how to: carry out better quality conversations through all the stages of the sales engagementask better questions, discover core issues faster, build and maintain trust bring forth value to customer, instead of presenting technical details that do not bring forth the impact the product/ solution will be able to create effectively defer the pull of commercial conversations until important groundwork has been laidnegotiate with confidence to earn better value ($$) The Approach: Workshop styledDeveloped keeping Adult Learning Principles in mind Hands-on, full of activities, role-playsWorksheets based exercises (as follow-up engagement)Supported with Group and One-on-One Coaching (Optional)