Buying Process & Customer Management
Manage your customers’ journey throughout the buying process. Identify, get to know, and engage all the stakeholders. Find the right language for each stakeholder across the company structure. Know how to avoid dead ends in the buying process - be able to demonstrate the value.
- Customer journey in the buying process
- Stakeholders identification and management
- Value demonstration
Pipeline Management
Increase your won rate and shorten your sales cycle. Define, move, and disqualify opportunities in your sales process. Set up sales rules and manage your opportunities accordingly. Introduce a unified structure within the sales team to increase the effectivity.
- Opportunities identification and management
- Set of rules for pipeline movement
- Stage-gate models
Sales Soft Skills
Ask the right questions to discover whether and how you can truly help potential customers. Listen actively to uncover their true motivations in meeting you. Get the business going by controlling the buying process and by knowing and engaging everyone involved - understand and influence stakeholders, including C-level. Handle objections and demonstrate the value.
- Active listening
- Communication styles through organization
- Negotiation
- Value demonstration
- Getting a commitment
Sales Methodology
Implement unified sales techniques, rules, and terminology in your organization. Get transparency in your sales department and the best scalability for your organization. Align your sales team’s mindset and improve their performance on a continuous basis. Be effective; share best practices within your teams.
- Same sales language in your organization
- Sales techniques
- Transparent sales department
- Scalability of the sales team
- Effectivity ideas