In our Selling with Value program your team will learn how to drive business and close deals with value. The focus is to empower them with the fundamentals required to develop opportunities, help them adapt their selling activities to modern buying procedures and get them ready to close faster more and bigger business in this ever changing economical environment.
This program helps your team build situational fluency and accomplish the required steps to understand your customers business environment, key challenges and company goals, discover how they do business and what drives their buying decisions. This is key for a successful seller-buyer alignment, securing and closing business, developing satisfied customers and building strong relationships and long-lasting collaborations.
In this program we provide your team with all techniques and tools required to understand buyers behaviour, the different stages they go through during the buying process, what motivates their buying decisions and how you can engage with them earlier and ensure you are the company they select to do business with.
From lead generation to order processing, Innovative Selling ensures your sales team is having the right behaviour at each step, using the right techniques at every stage and the best messaging at every level.
Innovative Selling works with you on:
Successful negotiation is an important skill every sales representative must have to reach his highest performance level. And like any other skill negotiation can be learned, improved and strengthened through dedicated trainings, best-practices and guidelines.
Whether you are aiming for the biggest deal of your life or dealing with your daily selling opportunities, whether you are talking to a single buyer or involved in complex discussions with a group of executives, Innovative Selling works with you to enhance significantly your negotiation and influence skills and provides you with key techniques to help you reach, in every situation, agreements where all parties win.
We can help you sharpen your communication skills, strengthen your analytical business competences, enhance your problem solving capabilities and build mutual and respectful rapports with your customers for win-win negotiation outcomes.
During the training you will learn how to lead your business opportunities and drive your sales process with value, how to prepare for successful negotiation by knowing upfront your gives and takes, what are the limits not to cross and when it is better for you to disengage from a given deal. In business, if you are not ready to run away you are not ready to sell!
Your success and the success of your company is tightly linked to the way you negotiate your deals. Our business is to help you understand the negotiation process, enhance your competences, build your confidence and sharpen your negotiation techniques.
Want to know more how we can help you? Please contact us.
In the B2B world Key Accounts Management is vital to any business. If we consider the well known 80/20 rule, it suggests that 80% of your revenue would come from 20% of your existing customers. Therefore managing these accounts efficiently is critical to grow and sustain your revenues. Furthermore, it is recognized that it takes 6 times more efforts to close business with new prospects than doing business with existing customers. This demonstrates the importance of having a special focus on your Key Accounts, spending the right time and effort and assigning the right resources to build and execute strategic Account Plans that would have the highest impact on your company’s business results.
Key Accounts Management is not an easy task though, it requires a deep situational fluency, systematic and well defined initiatives, structured steps and strategic activities aimed at creating value to you and to your customers, building mutually beneficial relationship with them and empowering them to succeed in their own business.
Innovative Selling helps you investigate better your key accounts needs, understand their key business issues, create value-added solutions for your customers and sharpen your key account and customer relationship management skills. We provide you best-practices and techniques to engage fruitful interactions and interviews with your key clients and ensure these are built and customized to strengthen relationships while also gathering critical data to drive strategic and ROI-driven efforts.
Our Key Account Management program will help you not only create satisfied customers but transform these into committed partners who trust your organization and rely on your support to grow their own business.
Your success and the success of your company is tightly linked to the way you negotiate your deals. Our business is to help you understand the negotiation process, enhance your competences, build your confidence and sharpen your negotiation techniques.
Want to know more about this training program? Please contact us.
Whether you are responsible for direct sales forces or managing indirect channel partners, whether you are managing at middle level or acting a top management level, whether your teams are physically located at your offices or your territory is spread over different continents, your key for success is your ability to communicate effectively with your people and ensure they deliver at their highest performance and in accordance with your company objectives, in a predictable, forecastable and sustainable manner.
But how can you make sure you are successful in today’s challenging environment where complexity and competitive pressures are continuously increasing?
Our business is to help you build strong and harmonized sales organizational structures and develop effective and custom-made sales management processes to drive the very best performance that each sales representative is capable of.
Want to know more about this training program? Please contact us.
Selling to executives or C-levels is the most difficult and most challenging sales however the most rewarding if you’re able to do it right.
To sell to executives sales representatives have to think, speak and visualize C-level and when they earn the right to meet and sit on the same table as these individuals, sellers have to capture their attention, articulate the advantages of their solution around their goals and position themselves well enough before they are invited to sit again and discuss next steps.
Our “Selling to C-levels” training aims at providing you with the right steps to get access to executives, understand their world and key challenges, their objectives and business initiatives and learn how to build and position executives-level solutions that respond to their corporate needs and bring real value through the organization.
This training helps you get the fundamentals to conduct effective research, prepare for and execute successfully your first C-level meeting to keep the discussion going and empowers you with the techniques to win executives’ sponsorship and move from a seller to a trusted partner.
Selling to executives requires hard work and preparation but the results are rewarding, bigger deals, shorter sales cycles, longer-term customer relationships and collaboration.
Want to know more about this training program? Please contact us.
In today’s challenging economical environment having a network of strong, reliable and effective business partners can make a terrific impact on your business. However when badly managed partnerships can turn into waste of time and money and cost you more than it brings. So how can you ensure your business partners are sharing the same vision and objectives as your company and ensure they are executing on this vision.
In our “Managing Business Partners” program you will learn how to build a shared vision and align objectives, how to empower your business partners, communicate with them effectively, put the right KPI’s and incentives in place and ensure they are performing according to the agreed upon goals and to the highest level.
This training also provides management techniques and best practices to nurture and strengthen your collaboration, keep the motivation and execution high build a dynamic collaboration.
It is also important to put accountability and success criteria in place to track and measure achievement.
Want to know more about this training program? Please contact us.
In today global economical environment almost all sales are made across regions and cultures. Having cross-culture skills to understand international business differences, interpret culturally-based behaviours and understand how business relationships are made and mutual trust is established is key to success.
Our “Selling in Different Cultures” program helps you develop a global mindset, get the fundamentals on how to engage with customers belonging to other cultures and how to adapt your style to the culture they are selling in.
Wether you are setting up a new business subsidiary in North America, prospecting new markets in South America or negotiating your most important deal in Asia, we are here to support you. Please contact us.
Innovative selling holds regular webcasts on different sales topics,
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