Win more high-value business - corporate sales training for winning complex sales.
Take control of the process, coordinate the team, and minimise the risk. Corporate sales training enables teams to make efficient use of resources, shorten sales cycles, and win more high-value, complex sales.
How is this corporate sales training course different?
- The course teaches best practices for winning high-value complex sales. See the appended list.
- Participants review the content in advance.
- In-course time is used for exercises, practising and constructing new habits.
- Learners create their own new processes.
- Workplace actions that embed learning in participant routines and habits, aid implementation.
- The opportunity for one-to-one sessions.
- Delivery by the course author.
- Guaranteed results.
How is corporate selling different?
When everything is riding on winning a key opportunity, leave nothing to chance. Take this corporate sales training programme and win more high-value complex sales.
Due diligence sufficient for 'run of the mill' decisions is inadequate for both buyer and seller. Eliminate the guesswork, reduce the risk of losing, and increase success with major sales opportunities.
Competition for enterprise opportunities is usually ferocious. You can't always be first in with the best solutions and lowest price. Winning means finding a way to outsell your competition.
Losing a big deal is more than just disappointing. You cannot recover the time and effort invested in the campaign to reinvest elsewhere. Losing is likely to mean missing overall targets.
This corporate sales training programme provides a reliable methodology that minimises risks without diminishing the scope for individual flair or innovation.
What are the training objectives?
- Improve success ratios for high-value sales.
- Reduce or eliminate effort wasted on unproductive campaigns.
- Increase certainty and forecast accuracy.
- Improve team communication.
- Reduce or eliminate selling mistakes.
- Understand politics and organisational dynamics.
- Learn to anticipate organisational change.
- Identify the people with the most situational influence.
- Identify important influencer characteristics.
- Develop the right relationship status.
- Increase control of complex relationships.
- Account for and overcome competitive threats.
- Use strategy to outthink competitors.
- Use strategy to drive actions.
- Win in less time.
What is taught in the course?
Introduction: Goals, objectives, and learning management.
Planning to Succeed: The structure of an effective plan.
Identify the Right Issues: Things that compel executive action.
Choose the Right Opportunities: Will it happen, can you win, and will it be worthwhile?
Establish a Collaboration: A CLEAR process of discovery.
Identify the Right People: Buying roles and organisational politics.
Negotiate Access to Power: Those who can start a buying process.
Initiate a Buying Process: How to control the customer's buying process.
Managing Relationships: Working with champions, supporters, and opposers.
Defeating the Competition: Using strategy to defeat competitive threats.
Tactics for Strategy Execution: Ways to implement each possible strategy.
Win with a Proposal: How to win when you are a late competitor.
Project Management: Organising and managing the temporary team.
Learn from Failure: How to learn where the process failed.
Learn from success: How to recognise why the process succeeded.
Review and Next Steps: How to transform learning into results.
Typical Participant Comments
This is a 'just in time' course for improving our daily sales activities. The techniques taught are easy to understand and apply in reality. This is a great course. From Motorola
An excellent mix of practical exercises and theory. Good examples for clarity, good pace and very good use of interpolation from the tutor. From Elyzium
Fast-paced and relevant. Challenging for all levels of attendee experience. Good timekeeping. Maintained interest and control throughout. One of the better ones. From Hand Held Products (Now Honeywell Imaging and Mobility)
Winning the Complex Sale teaches participants how to take the uncertainty out of the enterprise selling process. Applying the method improves the use of resources, minimises wasted effort, and increases results.
This advanced methodology enables established salespeople and their support teams to win more often. Benefits include improved team cooperation, more accurate forecasts, greater situational control, shorter sales cycles, better success ratios, and dramatically increased results.
Who should attend?
Those responsible for sales of technology, capital equipment, management consulting, and enterprise software. People who help win major sales opportunities include sales staff, line managers, technical support people, bid managers, professional services managers, internal consultants, and directors.
Additional Benefits
- Flexible multi-session 'learning by doing' options.
- Workplace assignments develop new habits and practices.
- Tools, templates, frameworks, and examples save time and aid learning.
- Common language improves communication and teamwork.
- Promotes adoption of best practices, habits and methods.
- Increases productivity, consistency, and results.
- Improves job satisfaction and motivation.
- Reduces staff turnover.
During the programme, participants work on current opportunities. They apply the methodology to real opportunities. The work demonstrates the value, proves the method's effectiveness, and provides experience in using the planning and thinking tools. Time spent on this corporate sales training programme directly increases chances of success with current opportunities.
Corporate Sales Training Delivery Options
- One to One delivered via sixteen 1-hour or eight 2-hour virtual meetings:
- £1595 - Learn more.
- One-to-one on a per-session basis:
- £150 - Learn more.
- Group Training delivered via sixteen 1-hour or eight 2-hour virtual classroom sessions.
- £6395 for up to fifteen people - Learn More.
- Group Training for selected content on a per-session basis:
- £450 for up to fifteen people - Learn More.
- Fees exclude applicable VAT.
- Traditional Classroom
- Delivery over one or more days at a conference venue or the customer's offices.
- Contact us for fees
What are commonly held best practices for winning high-value complex sales?
Winning high-value complex sales requires a well-planned strategy involving deep understanding, relationship-building, and focus on long-term success. Here are some essential elements to consider:
Thorough Understanding of Customer Needs
High-value complex sale decisions depend on the thinking of many stakeholders. It's important to conduct working sessions to gather detailed requirements and find ways to address the needs of diverse decision influencers. Using deep customer understanding to propose customisations can add significant value and differentiate offerings from those of competitors.
Breaking Down the Buying Process
Successful corporate salespeople acquire a complete understanding of the buying journey and plan how to address diverse buyer concerns effectively. A customer buying process is easier to understand when broken into stages such as recognition of needs, evaluation of options, resolution of concerns, negotiation, and implementation. Addressing concerns, especially around risk, is essential, as complex sales often stall. Sellers must demonstrate clear ROI and keep different stakeholders engaged through the buying process.
Leveraging a Sales Methodology
Using a structured methodology helps the seller's team deal with the complexities and coordinate their efforts. Those using a consistent approach gain more control over the customer's buying process. They benefit from the efficiencies of teamwork and achieve a more professional and convincing momentum that sets their solution apart from competitors. Winning high-value complex sales is as much about how the sale is conducted as it is about what is sold.
Risk Mitigation
Risk of Failure: High-value solution-orientated sales have a high degree of inherent risk for both buyer and seller. The consequences of failure are high. If a sale is made that doesn't fulfil expectations, it can have substantial negative bottom-line consequences for both buyer and seller, not to mention the damage done to the careers of the people involved. Building in pilot projects or proof of concept engagements can reduce the perceived risk. Phased implementation plans can raise buyer confidence.
Risk of Loss: High-value sales opportunities attract top competitors. Resources invested in a high-value complex sale are offset against winning. If the sale is lost, those resources cannot be recovered. In some circumstances, this can cripple a seller's organisation. Understanding the competition and adopting an effective competitive strategy is essential for minimising the risk of loss.
Alternative Use of Funds: Businesses and organisations continually review their use of resources to ensure optimum return. High-value solution purchases take a long time to conclude, sometimes years. A shift in priorities or opportunities can result in the loss of the funds intended for a purchase. The longer a sale takes, the greater the risk of unanticipated events diverting funds or interfering with the decision-making process.
Project Management
High-value corporate sales are more like complex projects than less critical purchases. The salesperson or head of the seller's team and the team members must employ project management skills and processes to navigate the complexity successfully.
By employing these practices, salespeople can proactively address and minimise the risks inherent in competing for high-value complex sales. Managing the uncertainty of lengthy and intricate sales cycles must be done in parallel with positioning a solution as the best possible choice.
Large Numbers
Licensing and train-the-trainer options for corporate sales training enable self-delivery. Associate and Affiliate representation is welcomed. To promote or deliver this course, get in touch directly. To find out more, call or use the links below.
Flexible Delivery
If you need to increase success rates for high-value enterprise sales opportunities, this course offers a reliable and flexible corporate sales training program. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs and discuss some options. Alternatively, email custserv@salessense.co.uk or use the contact form here.
