Battle for Budget

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Working with an industry renowned CFO and business case specialist, you will develop your financial acumen to better understand customers’ business needs.  Battle for Budget equips sales professionals with the tools to build a business case for proposed expenditure that senior executives can not only understand but can take action on.   With a focus on the business benefits of your proposed spend and the impact on the bottom line, participants can use this to leverage business and win the battle for budget. This programme is unique as it can be run for and with end user customers.

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ValueBase

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ValueBase will assist participants to identify, understand and adopt a sales methodology that will help build value, differentiate and justify your offering in the market place. ValueBase features a modular approach with 4 modules - Destination, Base, Value Build and Summit.  Each module builds on the previous to create the knowledge to successfully sell high value to prospective customers.  The normal duration of ValueBase is 1 day, however for inexperienced or under-performing sales forces the course can be run over two days and delivered to include basic sales skills such as objection handling, questioning etc.

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Disruptive Selling

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Disruptive Selling program provides the participant the skills, process and support to achieve sales breakthrough in complex territory, account or deal situations. This comprehensive programme will cover how to effectively research, analyse and plan routes to achieving decision critical objectives.  Participants will leave capable of selling in complex political and business environments and be able to use disruptive strategies to sell to senior financial decision makers. 

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This course gives delegates the opportunity to explore all issues pertaining to influence, authority and power within their accounts. The session begins by examining and explaining the mechanics and science of relationships and politics. Throughout the course of the day the participants get the opportunity to populate various profiling tools specifically for their accounts. These tools are available for use ongoing and help Sales Executives to identify, understand and develop winning relationships with key individuals.

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Sales Foundations

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This 2 day event is designed to provide the basic skills that all sales people need to build on throughout their career. Many successful sales people have developed their style and approach to sales from working alongside colleagues who have been selling for a number of years, learning "on-the-job". Natural ability also help a number of sales people be successful, but a significant number of sales people would have difficulty in describing the process they adopt in their role or indeed "how they do it". In today's markets, sales have to be at the top of their game, always in control and planning their activity supported by fundamental techniques. By providing the foundation skills of presentation, negotiation, business generation, opportunity management, account planning, political alignment and time management we provide the foundation and framework for sales people to be successful on a consistent basis.