Prepare your Organization: CustomerCentric Selling® Methodology Workshop
This instructor-led workshop is the core component of building an enterprise-wide sales culture. Participants learn how to align their sales, marketing and service activities with their customers’ preferred buying process. The workshop materials are customized to simulate what transpires throughout the sales cycle including the steps in the cycle as well as the skills and sales tools required to perform each step. In addition to attending lectures to understand the hows and whys, participants practice the skills they learn in labs, role-plays and an evening case study assignment focused on an actual prospect. Participants learn how to execute or support key selling skills including:
- Prospecting/business development
- Needs development
- Identification and creation of unique business value
- Prospect qualification and disqualification
- Sales process control
- Negotiation and expectation management
- Pipeline management and forecasting
Who Would Attend:
Sales Executives & Managers
Salespeople
Marketing
Pre-sales and Post-sales Support
Professional Services
Sales Operations
Duration:
Three days
Key Benefits:
Increase win rates
Shorten sales cycles
Reduce ramp-up time for new hires or new product launches
Improve the alignment between Marketing and Sales
Improve forecast accuracy
