25 years of sales training and motivation. What’s in your library?
Distilled all down to a quality approach to consultative selling as follows:
- Research & Engagement: Relationship Strategy
- Discovery & Strategy: Why Do Something?
- Opportunity & Hypothesis: Why Now?
- Development & Vision, Evaluation Plan,
- Need Payoff: Why AirWatch?
- Negotiation, Partner & Competitor Strategy
- Value Validation
I believe in collaborative selling – generally I build teams as needed:
- Inside Sales, Field Sales, Sales Engineering, Support Teams
- Team Structure & Success In the Target Market
- Inside Start to Finish, Inside Supporting Field, Major Accounts
- Market Segmentation – same in all verticals, unique success or adjustments in various areas
- Analytics, Sales Support Teams – Gap Analysis, Proposals, ROI
- Target Buyers, Key Metrics, Value Proposition
- Partnering – Adjacencies, Consultants, Associations, Alliances