Winning Complex Sales

Corporate Sales Training for winning complex sales - find and win more high value business.

When everything is riding on winning a key opportunity; when the fate of the organisation and careers rest on a single decision, take this corporate sales training programme and leave nothing to chance.

Due diligence sufficient for 'run of the mill' decisions is inadequate for both buyer and seller. Eliminate the guesswork and win more high value complex sales.

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 scope for individual flair or innovation.

Programme 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 out think competitors
  • Use strategy to drive actions
  • Win in less time

Typical Participant Comments

This is a 'just in time' course for improving our daily sales activities. The techniques taught are easy to understand and to 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 time keeping. 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 for the benefit of both seller and buyer. Applying the method improves the use of resources, minimises wasted effort, and increases results.

This programme centres on an advanced methodology that enables established salespeople and their support team to increase performance without the need for increased resources. Benefits include improved team cooperation, more accurate forecasts, greater situational control, shorter sales cycles, better success ratios, and dramatically increased results.

Who should Take this Learning Program

Those looking for technology, capital equipment, management consulting, and enterprise software sales training, will find that this course addresses their needs.

People who contribute to success with major opportunities including sales staff, line managers, technical support people, bid managers, professional services managers, internal consultants, and directors will find this course effective.

Those who are involved in current large scale opportunities will gain the most from attendance.

The content provides a detailed framework, checklist, and method for eliminating uncertainty in key opportunities where; the value is significant to the seller's organisation; the result is critical to the buyer; there are many people from both buyer and seller involved in the evaluation; and the decision process is expected to take several months to complete.

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 team work
  • Promotes adoption of 'best practice' habits and methods
  • Increases productivity, consistency, and results
  • Improves job satisfaction and motivation
  • Reduces staff turnover

During the programme, participants work on current opportunities. Applying the methodology to real complex sale situations demonstrates its value, proves its effectiveness, and provides experience working with the associated planning and thinking tools. Time spent on this corporate sales training programme helps with current opportunities and directly increases chances of success.

Delivery Options

  • Materials with Unlimited Email Support - View and download the slide decks, tools, templates, and other resources. Work through the materials and exercises as desired. Email your nominated consultant with questions. The majority of support requests are answered within a few of hours. Answers are guaranteed within two business days. £95 + VAT if applicable. Optional ad-hoc one-to-one coaching available. Add to cart
  • Self Led with Unlimited Telephone Support - View and download the course presentation, tools, templates, and other resources. Study the materials and complete the exercises in your own time. Arrange calls with your nominated coach to ask questions. Calls are scheduled by email or text. £345 + VAT if applicable. Add to cart
  • One to One - Download the course presentation, tools, templates, and other resources. Arrange coaching sessions to explore the material and apply learning through on-the-job actions. Coaching continues until participants are satisfied with their progress. Session last one hour and are scheduled to suit participant needs. £995 + VAT if applicable. Add to cart
  • Virtual Classroom - People can gather in one room or join the virtual classroom from any location. Groups in the same room can get the benefits of a classroom environment by using a data projector or large screen and a video conferencing microphone. Sessions lasting up to 90 minutes are £595 + VAT for up to five people. Presented materials, tools, and templates are included. Add to cart
  • Traditional Classroom - The programme delivery takes place over one or more days at a conference venue or at the customers offices. This is effective for three or more participants. Contact us for fees.

Use this link for more information or to have us call you.

Large Numbers

Licensing and train the trainer options enable self delivery. To find out more, call or use the links below. Associate and Affiliate representation welcomed. To promote or deliver this course, get in touch directly.

Flexible Delivery

If you need to increase success rates for enterprise selling efforts, Winning Complex Sales offers a reliable and flexible corporate sales training solution. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs and talk through some options. Alternatively Send email to custserv@salessense.co.uk for a prompt reply or use the contact form here.

Tags: