Sales Effectiveness *

Challenges

Vital to creating business value for the customer and profitable opportunities for the selling organization, is a requisite for competing effectively in today’s market.  Salespeople must be seen by clients as true business advisors, setting them apart from the competition.

ABL’s Offerings

The Versatile Salesperson * -People are most likely to buy from those they are most comfortable with. In fact, studies show that salespeople who can adjust their selling styles to customers’ buying styles enjoy up to a 30 percent win-rate advantage. This offering gives salespeople the interpersonal awareness necessary to strike a chord with customers – and get more wins.

Counselor Prospecting * – Counselor Prospecting will help your salespeople convert suspects into good prospects. It addresses the challenge of prospecting and provides the process and skills for finding and accessing the right people at the right accounts.

The Counselor Salesperson * – People love to buy. They hate to be sold. Our Counselor Salesperson set of offerings provides salespeople with the consultative capabilities to understand the business of a customer’s business, then build and advocate real-world solutions for the customer’s real-world business problems.

Turning Information Into Sales * – Accomplished salespeople are able to conduct comprehensive discovery with their customers. This advanced discovery course helps salespeople turn the information they gather into business intelligence that they can leverage into high-value solutions for customers and improved sales results for their own organizations.

Negotiating *– For many salespeople, actually closing the deal is by far the greatest challenge. Our negotiating skills set of offerings leverages the power of side-by-side problem solving as a means to forming mutually beneficial agreements.

Aligning Sales with Business Value *– Set the stage for building a consultative mindset and prepae sales professionals to advance their role to that of a business advisor to their clients. This pre-session ensures the readiness of sales professionals to be fully engaged and prepared to learn these critical skills and approaches and apply them to their client accounts.

Conducting Strategic Business Calls * – Discovering Critical Success Factors A one-day, two-part learning experience, this module first emphasizes the importance of understanding organization-level priorities, industry trends, and market forces that affect sales and shape effective offerings.  The module then focuses on making meaningful, credible calls on strategic call points. Participants learn how to prepare for strategic calls, what to discuss, how to use time well, and how to maintain positive relationships with existing client contacts while calling higher, wider, and deeper in an account. Participants will create offerings that command significant profit while providing greater organization-level value to their clients.

Aligning with Customer Buying Behaviors * – This module focuses on leveraging the buying priorities of customers and explores why some clients are open to longer-term, complex solutions, while others simply want to conduct low-risk transactions. It helps salespeople adapt their offering to ensure that buying priorities never become a barrier to a buying decision. As a result of participating in this module, salespeople will win and keep more business by adapting what they sell to align with the buying processes and priorities of their clients.

Creating Differentiated Offerings * – This module equips salespeople with the strategies and tools to set themselves apart from the competition. Sales professionals learn how to look beyond easily commoditized features and services to develop real differentiation based on what the customer values, which is hard to replicate by competitors. Salespeople learn how to maintain and expand business in both existing and new accounts by becoming business advisors to their clients and offering solutions that clients truly value.

Managing Opportunities *– This module focuses on how to make optimal decisions when choosing which opportunities to pursue. Sales professionals learn about the factors that influence whether a customer will move forward with a buying decision. From participating in this module, salespeople are equipped to identify high-probability and high-profitability opportunities from their portfolio of accounts.

Managing Decisions * – Salespeople learn how to interpret the decision dynamics for an opportunity so they can influence the decision in their favor. Sales professionals learn how to manage key stakeholders in the decision process. They create an Influence Map, which summarizes stakeholders’ perspectives about your organization and assesses each stakeholder’s level of influence.  As a result of participating in Managing Decisions, salespeople learn how to influence the customer’s decision in your organization’s favor by creating strategies that influence the decision-making process.

Managing Competition * – This module helps high-performing salespeople learn how to outmaneuver the competition. Sales professionals learn about the competitive landscapethat will help them assess their value and their competitors’ value from the customer’s point of view. As a result of participating in this module, salespeople will view your organization as the customer sees it relative to competitors. It also teaches salespeople how to implement a competitive strategy that aligns your organization more closely to the customer than the competition’s strategy does.

Counselor Prospecting * – Counselor Prospecting will help your salespeople convert suspects into good prospects. It addresses the challenge of prospecting and provides the process and skills for finding and accessing the right people at the right accounts.

The Counselor Salesperson * – People love to buy. They hate to be sold. Our Counselor Salesperson set of offerings provides salespeople with the consultative capabilities to understand the business of a customer’s business, then build and advocate real-world solutions for the customer’s real-world business problems.

Turning Information Into Sales * – Accomplished salespeople are able to conduct comprehensive discovery with their customers. This advanced discovery course helps salespeople turn the information they gather into business intelligence that they can leverage into high-value solutions for customers and improved sales results for their own organizations.

Negotiating *– For many salespeople, actually closing the deal is by far the greatest challenge. Our negotiating skills set of offerings leverages the power of side-by-side problem solving as a means to forming mutually beneficial agreements.