we transform sales revenue and therefore profit levels.

Transcription

1 we transform sales revenue and therefore profit levels. Sales Training Our core sales transformation services provide you with sharper sales tools, and include... Proposal & Tender Development The Killer Presentation Go to Market & Proposition Definition Channel Development Sales Diagnostics Sales Training Recruitment & Selection t +44 (0) f +44 (0) e info@questpoint.co.uk

2 Providing you with sharper sales tools t +44 (0) f +44 (0) e info@questpoint.co.uk

3 Millions of sales professionals who have attended the Miller Heiman sales training programs have seen significant improvements in their close rates, lowered their cost of sales and shortened the sales cycle. Why? Because our programs focus on shifting the mind-set of your sales team so they focus on the customer. The customer is at the centre of all of Questpoint sales training: understanding the customer forms the foundation for a consistent, transparent sales process and language, which enable you to align your teams to effectively execute on strategies for growth. When you participate in any of our training programs, you work with real, live deals that challenge you and your organisation. Many have been won during our workshops as participants put what they are learning to an immediate test. We train your sales professionals both on-site and using modern e-learning tools. We also offer blended learning which consists of web delivery of the Miller Heiman concepts, theory, philosophy, and approach followed by an instructor-led classroom experience that takes advantage of the brainstorming and synergy created when salespeople gather in the same room. We are proud to have partnered with Questpoint for over a decade. Throughout this period Questpoint has helped Miller Heiman deliver worldclass sales training and consultancy services to some of the world s mostrespected companies. Questpoint is consistently a topperforming Miller Heiman consulting partner. Our courses are offered as: On-site programs e-learning Blended learning On-site programs A program facilitator will work with your sales organisation to understand your exact business objectives to deliver a program focused on your specific needs. Customized program materials are available for organisations that wish to incorporate their mission statement and ideologies into presentations used by program facilitators.

4 What are the benefits for you? Can be scheduled to fit your organisation s sales and travel schedule. May be coordinated with other group sales activities to minimize travel time and expenses. Provides synergy generated from all participants from the same organisation. Sales experience and examples are tailored to your current sales situation and to your specific industry and company. e-learning e-learning programs are designed for those members of your sales organisation that support your sales force, including pre-sales, product marketing, and customer support. Blended learning Miller Heiman s approach to blended learning effectively integrates e-learning technologies with traditional training methods. It provides you with the cost savings and flexibility that upper management demands. Additionally, your sales force will benefit from having access to self-paced learning that reduces loss of selling time. Our courses Create Opportunities Conceptual Selling Optimising Every Interaction with Customers Executive Impact Strategy for Securing Executive Approval Securing Strategic Appointments Effective Contact Strategy for Generating Quality, High Value Appointments Advanced Concepts for Conceptual Selling Advanced applications that will expand the expertise and effectiveness of the sales professional to develop customer focused interactions. Manage Opportunities Strategic Selling Comprehensive Strategy for Complex Sales Strategic Selling Government Comprehensive Strategy for Winning Government Business Negotiate Success Win-Win Sales Negotiations that Strengthen Customer Relationship

5 Advanced Concepts for Strategic Selling Advanced applications that will expand the expertise and effectiveness of the sales professional to win complex sales Manage Relationships Large Account Management Process (LAMP ) Strategic Planning for Protecting and Growing Key Accounts Channel Partner Management Optimising Results from Indirect Distribution Channel Success Essentials Improve Channel Sales Productivity and Drive Channel Revenue Growth Questpoint s consultants and trainers understand the issues faced by vendors in today s ultracompetitive market; they bring real value to vendors who want to maximise their return on investment in channel partnerships People and Organisation Sales Excellence Assessment Fact-driven Sales Management and Coaching Solutions Predictive Sales Performance Hiring Solutions to Build Outstanding Sales Teams Support and Enablement Philip Moon, Channel Enablers Sales Access Manager Miller Heiman Sales Process Enablement Through CRM Integration Web Reinforcement elearning modules to reinforce Miller Heiman s sales processes and support adoption throughout the selling organisations Management Execution Funnel ScoreCard Opportunity Evaluation and Loss Review Process Sales Benchmarking Benchmark sales organisation against peers, industries, and top-performing sales organisations Strategic Selling Coaching Advancing Adoption of the Strategic Selling Process Conceptual Selling Coaching Driving sales process adoption through coaching to increase use of effective communication behaviours Strategic Selling Funnel Management Implementing Customized Funnel Management

6 Channel Enablement Channel Sales Professional Programs Channel Success Essentials (CSE) CSE is a kind of customized channels boot camp suitable for all members of a vendor s extended channel team. CSE establishes the core concepts, language, process and channel understanding upon which organization-wide partnering success is based. (2 days, participants) Influencing Partnership Outcomes (IPO) IPO helps Channel Managers understand and influence the business imperatives that drive partner behaviour and investment. Role play helps develop skills and extensive participant notes provide a lasting reference. (2 days, participants) Channel Success Financials (CSF) CSF is a three part blended learning series comprising two self-paced e-learning modules and a two-day in-house practical workshop. CSF equips vendor channel sales people to speak the financial language of partner CEOs. When channel sales people can credibly carry on financial conversations about partner financial issues and constraints they help partners solve business problems, stimulate partner investment and build highly differentiated executive relationships built on trust and mutual respect. (2 x self-paced e-learning modules plus 2 days ILT, participants) Effective Partner Planning (EPP) EPP guides the creation of partnership plans to focus limited resources on areas of highest business return to both parties. More than a training course, Effective Partner Planning includes a set of tools and repeatable processes for lasting use in the field. (2 days, participants. Also available as a blended on-line learning series) Partnering Communication Skills (PCS) PCS improves communications effectiveness which means improved partnership results. Through presentation and role play, participants learn to be assertive with partners while maintaining the relationship, defuse emotionally charged situations, coach partners for increased performance and plan

7 for more effective inter-company communication. (2 days, participants) Selling Channel Value (SCV) SCV is a highly acclaimed intensive program that combines material from Channel Success Essentials and Influencing Partnership Outcomes to create a two day crash course in the core skills and processes of selling through and with channel partners. (2 days, including one evening, participants) Channel Enablement Channel Sales Advanced Programs Trusted Partnering Relationships (TPR) TPR builds upon the professional programs to examine in greater depth the skills and processes Channel Managers require to build close relationships with partners and influence their thinking, investment and actions toward win-win results. Channel Managers are led to a greater understanding of their own influence style and how they can adapt to achieve greater results. (2 days, participants) Coaching Partners to Results (CPR) CPR is a highly acclaimed 2-day hands-on performance coaching workshop that equips vendor partnerfacing people with the performance coaching skills and knowledge they need to drive productive activity with and through partners. This highly practical workshop combines the best with the best - the best understanding of how to resolve field issues and drive opportunities, with the highest level of partner commitment to execute. (2 days, participants) Leading and Managing Productive Partnerships (LMP) Leaders of high growth potential or complex partnering and alliance relationships must establish cooperative, performance-oriented, trustworthy and productive teams within and between the partnering organizations. This program builds upon earlier courses to establish the skills and processes required to achieve superior business results through partnership teams. (2 days, participants) Contact Questpoint today and we ll help you explore your options on how to significantly improve your close rates, lower the cost of sales, and shorten the sales cycle.

8 Questpoint Colkin House, Clifton Bristol, BS8 2AP England, UK t +44 (0) f +44 (0) e info@questpoint.co.uk Questpoint Sales Transformation Ltd. Registered in England & Wales. Company number