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B2B Sales Training

 

"I'm looking for Sales Training that's Customised and Effective"

 

"We need Sales Training, but what works Best?"

 

Helen is Director of Sales and Marketing with a company who sell food manufacturing process equipment, she has a staff of 5 salespeople covering the UK and Ireland. Sales are always healthy but at the same time a struggle, on the wire at the end of every month. Helen believes that although the sales team are effective, they seem to be working hard and not smart, their highly charged activity makes up for the low conversion rate.

She believes that with some sort of an initiative, the team could perform better, taking the pressure off her at the end of every month. But what sort of an initiative? She has tried sales training courses before and they had little impact, it would need to be more than a stand-alone course. According to her friends in HR, Blended Learning and Accelerated Learning work best.

Two things spring to mind when she starts to look for a solution, customisation, and effectiveness. Like any solution provider, Helen’s company is unique, no off-the-shelf sales training course could possibly work for her team. She needs to work with someone who understands her industry, the principles of solution selling, the meaning of value from her customer’s perspective and who will work with the team over a period of time to ensure that change happens, and of course they can’t cost the earth!

The objectives of the initiative are as follows:
  • To develop a customised sales process for everyone to follow
  • To break the process down into smaller, executable components
  • To adopt a common language to describe opportunities, stages, obstacles, etc.
  • To create a standard reporting system to enhance visibility
  • To combine all the above, to drive opportunities through the Sales Process in a speedier and more successful way

In Helen’s view, Proactive Pipeline tick all the boxes, 30 plus years of solution selling experience in the sale of capital equipment and services. Sales Training in the form of Frameworks so that they are by nature, unique and tailored to suit Helen’s requirements. The blended learning approach over a period of time is what’s needed to embed the processes and techniques learned.

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