Sales Training Consultants
IT Industry Specialists
TYPES OF SALES TRAINING
- Business Acumen Skills
-
These skills are often the ones that are forgotten when the sales training plans are developed These are the skills that provide the link between the customer's real business drivers and the actual technology implemented. Too often sales people try to win business by fulfilling the technological needs rather than understanding the real business issues and building the value proposition from there.
- Industry & market knowledge
- Understands the dynamics, trends, and pressures of customers' industries
- Understands competitors and positions our solutions appropriately
- Applies industry information, regulations, strategies, and developments to personal sales strategy
- Customer knowledge
- Understands the customer's business (strategic priorities, mission statement, organization, brand promise, processes, systems, and business operations), loyalty and satisfaction drivers, and the customer's customer
- Product & technical knowledge
- Demonstrates a knowledge of competitor products
- Aligns our products and services to applications to add value that clearly differentiates us from the competition
- Knows product applications and technical capabilities (strengths, limitations, etc.) of our products and customer's applications, procedures and processes
- Finance for sales people
- Demonstrates a knowledge of basic accounts, balance sheet, P&L and cash flow
- Understands profit, margin, ROI, TCO, and cost/benefit analyses
- Talking an executive's language
- Able to understand the differences in language and topics at executive level
- Constructs sound business cases based value to the customer's business
- Understands the real business needs driving technology implementation and positions our solution accordingly
- Industry & market knowledge
Can we assist with your training requirements? Just email us now with your details and we'll get back to you.