The Sales MBA is designed to help Sales Professionals to better understand how to engage with Executives and Decision-Makers effectively.
It is based on actual selling experiences both at boardroom level as well as across the organisation. You will learn how to engage all relevant stakeholders according to their specific authority and requirements.
Executives don’t readily engage with salespeople, but they will absolutely engage with sales professionals who are able to add value to their business. We will help you to understand how to engage with Executives and Decision-Makers in the way they expect you to work with them.
You will stop sounding like a salesperson who struggles to get in the door, and start engaging like a credible adviser who will be welcomed into their leadership group.
FOUNDATION I
- Expectations (Your Company & Clients)
- Your Pledge & Sales DNA
- Account Planning
- Prospect List
- Pipeline & Forecasting
- Sales Methodologies (BANT vs BRAVE)
- Time Management
- Your Sales Leader
FOUNDATION II
- First Impressions
- Creating Sales Value
- Four Levels of Contact
- Client Inertia
- Removing Doubt
- Professional Closes
DEVELOPMENT
- Account Research
- Client Value Chain
- The Account Plan
- Applying Business Tools
- Sales Buying Cycle
- Engaging Stakeholders (Internal & External)
- Key Business Drivers
- Developing the Value Proposition
EXECUTIVE ENGAGEMENT
- Engaging the Decision-Maker
- Working With the Gatekeeper
- The Executive Meeting
ACCOUNT GROWTH
- Asking for the Discovery License
- Creating New Opportunities
- Repeat Repeat Repeat
Understanding Your Role
- What expectations your company & your clients have of you
- Your professional pledge & your sales DNA
- Developing your Prospect List
- Managing your Pipeline & the importance of accurate forecasting
- How sales methodologies work (BANT vs BRAVE)
- How to manage your time effectively
- Understanding how to make a great first impression, every time
- The role of your Sales Leader in assisting you to succeed
Developing The Sale
- Effective account planning
- How to research an account for relevant information
- Understanding the client’s Value Chain
- Understanding their key business drivers/KPIs
Creating Value
- Building a picture of the client’s Value Chain
- Developing the Value Proposition
- Using business tools
- Understanding business issues
- Aligning your solution to business issues to create value
Engaging Effectively
- Engaging stakeholders across the Value Chain
- Understanding where each stakeholder is placed in the Four Levels of Contact
- Showing specific value for each stakeholder
- Using business tools to build credibility and trust
- Engaging the Decision-Maker effectively
- Working with the Gatekeeper
- Having a great Executive Meeting, every time
Closing
- Using professional closes
- Removing doubt without conflict
- Building your close with value agreements
- Applying the right closes to the right person
Growing The Account
- How the get the Discovery License from the decision-maker
- Creating new opportunities by working across the Value Chain
- Repeating the process