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Private On-Site Sales Team
Training, Value Forward Selling Workshops, Sales
Strategy and Marketing Advisement Custom Designed for
Your Needs.
The 8020Strategy
Group
is is a Certified Licensed Partner of the Value Forward
Network. All
workshop content is based upon proven methods by the
author of Value Forward Selling and senior thought
leader of the
Value Forward Network,
Paul DiModica.
A detailed
sales training program designed specifically for account
managers. The course is designed to teach sales reps who
sell to Fortune 1000 senior management and presidents of
small businesses, how to find, propose, and close deals.
New in this edition:
-
More information on
selling to key accounts
-
How to manage sales
objections
-
How to use storytelling
to close more deals
-
How to use "value
forward selling" techniques to shorten your sales
cycle
-
Extensive information on
negotiating with senior management
-
How to manage your sales
cycle more effectively
-
How to become a better
sales professional through post-sale followup
...and much more. Over
400 pages of information in this new publication.
Available only in printed format.
Chapter 1 Understanding Management Prospects
Who Are
You and Why Should Management Buy From You?
Why You Should Focus All of Your Energies on Selling
to Management Only
Who Is Considered To Be Management?
Why Selling to Management Shortens Your Sales Cycle
Five Fallacies of Professional Selling
Why Most Salespeople Do Not Sell to Management More
Often
Selling to Management is a Premeditated Sport
Review and Exercises
Chapter 2 Developing Your Sales Value Proposition
How to
Position Yourself as a Business Peer
What Is a Sales Value Proposition (SVP)?
Why Do You Need a Sales Value Proposition?
How to Become a Pain Management Specialist and Sell
More
How to Develop Your Sales Value Proposition
Review and Exercises
Chapter 3 Finding Management and Penetrating the No-Talk
Zone
What Is
Parallel Imaging?
How to Develop a Senior Executive Dictionary to
Communicate Like a Peer
Review and Exercises
Chapter 4 Generating Leads: Marketing to Management
Why Most
Marketing Materials and Methods Fail to Generate
Qualified Management Leads
How Branding Can Affect Your Sale
How to Maximize Brand Effectiveness
How to Maximize Lead-Generation Effectiveness
The Best Methods to Generate Management Sales Leads
Which Direct Mail Programs Generate Leads
How White Papers Can Be Used As Marketing and Sales
Tools
How to Use Executive Seminars to Generate Prospects
What Is Engagement Marketing™ and How Does It Shorten
Your Sales Cycle?
How to Use Channel Partners and Networking to Build
Your Pipeline
How to Use the Touch Management Program To Communicate
With Your Prospects
Review and Exercises
Chapter 5 Generating Leads: Cold Calling Management
The Goal
of Cold Calling
How to Develop Your Telemarketing Script
Cold Calling FAQs
How to Handle Cold Calling Sales Objections
How to Manage Gatekeepers
Review and Exercises
Chapter 6 Meeting the Prospect for the First Time
What to
Expect During the First Meeting
Steps of the First Meeting
Talking Points for Prospect Meetings
Managing the First Meeting
Mining for Opportunities
Your Twenty Minutes Are Up
Review and Exercises
Chapter 7 Presenting to Prospects – The Executive
Briefing
What to
Expect During the Executive Briefings/Discovery
Meetings
Giving Whiteboard Presentations
Preparing for Your Executive Briefing
Building Your Talking Points Script
Planning for the Three Box Monty™ Executive
Presentation
Using the Three Box Monty™ for Your Executive Briefing
Wrapping Up the Three Box Monty™ Presentation
Using Slide Presentations
Using Portfolio Presentations
Review and Exercises
Chapter 8 Preparing a Management Proposal That Works
Management
Proposal Basics
Executive Proposal Pitch
Psychological ROI
Price Is Not Always Relevant
Request for Proposal (RFP)
Proposal Format
Review and Exercises
Chapter 9 Negotiating With Management
Who Should
You Negotiate With?
What Should You Negotiate?
How to Negotiate From Value, Not Win-Win
Negotiation Personality Types
How to Use Concession Management When Negotiating
Guidelines to Create a Concession List
Emotion Management When Negotiating
Six Steps to Force Prospects to Prove They Are
Qualified Buyers During Negotiation
Fifteen Tactical and Strategic Steps to Use When
Negotiating
Seven Questions You Must Answer to Close Any Deal
Review and Exercises
Chapter 10 Selling to Targeted Key or Major Accounts
Mapping
Your Key Account Territory
Mapping Individual Accounts
Penetrating Key or Major Accounts
Selling to Decision Makers and Influencers at the Same
Time
Using the Pursuit Sales Team Model to Increase Key
Account Revenue
Review and Exercises
Chapter 11 Managing Your Sales Cycle and Forecasting
SAP and
MAP Management
Date Management Plan
How to Develop a Date Management Plan
Review and Exercises
Chapter 12 Managing Sales Objections
Moving a
Stalled Deal Forward
Managing the Prospect’s Perception of Risk
Review and Exercises
Chapter 13 Using Storytelling as a Business Sales Tool
Building
Your Executive Storytelling Format
Personalizing Your Business Story
Review and Exercises
Chapter 14 Managing Your Competition
It’s Not
Who You Are—It’s Who You Sell Against
Dealing With Competitors—Kill or be Killed
Types of Competition
Review and Exercises
Chapter 15 Following Up After the Sale
Developing
a Relationship with Your Client
Action Steps to Take After the First Sale
Review and Exercises
Chapter 16 Making a Difference with Business Ethics
Understanding Why Ethics Is Important
Responsibility of the Buyer
Review and Exercises
Conclusion
Private On-Site Sales Team
Training, Sales Strategy and Marketing Advisement Custom
Designed for Your Needs.
The 8020Strategy
Group
is a Certified Licensed Partner of the Value Forward
Network.
We hold workshops nationwide
including • New York
• Orlando
• Chicago
• Dallas
• Houston
• Austin • Las Vegas
• Los Angeles
• San Francisco
• Denver
• Tulsa
• Buffalo
The 8020Strategy Group
Austin, Texas
800-210-1951
www.8020Strategy.com
sales @8020Strategy.com
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