Training, Consulting, Coaching & Mentoring for Sales & Business Development Teams

Transcription

1 Training, Cnsulting, Caching & Mentring fr Sales & Business Develpment Teams

2 Are yu wrestling with sme f these issues? Yur prspects keep delaying their decisins Yu have hired sales peple and they haven t wrked ut Yu are lsing deals and the sales team says It s ur prices. Yu dn t agree The sales team spend time n presentatins fr little return Yur sales managers act like super-sales peple and yu want them t act as caches and develpers Yu are using CRM as a Cntact Management System nly Yu think it culd be used fr much much mre There are wannabe sales peple in the cmpany:yu re unsure hw t develp them Yur sales frecasting culd be much mre accurate Yu can Land int new custmers but yu cannt seem t Expand Yu wuld like t d mre f what wrks and less f what desn t but yu can t wrk ut which is which Every time yu pursue a client it seems t take a different prcess Yu feel that there has t be a better way Yur marketing seems t generate sme great leads but Sales dn t clse the deals Yur services deliverers care abut delivering services but dn t see that they are best placed t capture incrmental business fr yu at almst n cst Yu knw yu can t put yur services deliverers n a Sales Training prgramme it s nt what they d and nt wh they are Rainmaking is different

3 Hw can the Rainmaker Team help yu? Our initial task is t listen intently t yu and yur team t get a clear understanding f the issues that yu face, the pressures that yu are under, the current situatin that yu, yur cmpany and yur typical prspects find themselves in. We ll c-create the utcme and desired state that yu wish t achieve with ur assistance. Armed with that, we will agree with yu the issues and their pririty. We ll agree a sequence f services tgether with their deliverables that will apply the latest thinking t the issues that we ve uncvered. Yu ll see changes in prcesses and peple s behaviur that will bring abut the desired changes in the perfrmance f yur business. Services fr Sales & Business Develpment Teams Defining Rles and Respnsibilities, Capabilities and Skills in Sales Jbs Defining yur Sales Prcesses and Steps using LEAN based sftware Preparing t Interview pssible Sales Candidates Running Assessment Centres fr Sales Candidates Sales Schl Set up and Running fr Internal Wannabe Sales peple On-Barding Sales peple Training yur Sales and Business Develpment Peple Mdular 2 hr / ½ day Sessins : Lts f Tpics Frm Mtivatin thrugh Questining t Clsing etc Frm Cld Calling t Presenting Cmpelling Business Cases Frm Objectin Handling t Negtiatin Single Sales Opprtunity Planning and Executin Majr Accunt Planning and Implementatin C-Creating a Sectr Sales Plan Caching and Mentring Sales Peple Face t Face and Web & Phne based 1 t 1 and Grup Caching Wrkshps Sales Management Mentring & Caching Using experienced Sales Directrs t develp Sales leaders Win-Lss Analysis Using Custmer and Internal Interviews t find the true picture Sales Simulatin We will build, with yur help, a Prspect Scenari and then using a prven methd we ll put yur sales team members thrugh an experiential learning exercise where yu can see hw they perfrm in a safe but near real life envirnment and they ll learn real time hw t best cnduct interviews with prspective clients, run effective sales appintments and deliver great business case based presentatins.

4 Meet sme f the Sales Fcused members f the Rainmaker Team Kevin Barrett: With ver 30 years f Sales experience in cmpanies such as Digital Equipment, Apple and a number f IT resellers, in psitins f Sales, Sales Management and Executive Directr, Kevin bring a wealth f real life experience t his training sessins and individual and grup caching sessins. Kevin runs Single Sales Opprtunity, Majr Accunts and Sales Simulatin training prgrammes Rb Biggin: Started as a Salesman, thrugh Sales Management, Categry Managing Directr and EMEA Marketing Directr with Hewlett Packard. He caches, trains and mentrs bth services sales peple and delivery fcused executives. His 30 years f experience f sales and marketing means that he brings much t his prgrammes and clients. He s studied the behaviurs f many f the UK s Rainmakers and has successfully taught them t rainmaker s clients. He s an NLP Master Practitiner & Fellw f the Institute f Business Cnsulting Pam Hbsn: Pam has many years f sales and general management experience. Frm Sales Representative t Accunt Directr f Glbal business partners t Eurpean General Manager a Business Unit. She delivers Business and Sales cnsulting and Sales caching t a number f publicly quted cmpanies and individuals in the UK. She runs Sales Schls, Assessments & Win-Lss Analysis services Mike Meyer: Mike s has spent many years managing in marketing departments f high tech and services fcused rganisatins. This tgether with his vast experience f implementing Custmer Relatinship Management systems gives him unique insights and brings t Rainmaker clients an added dimensin t their Sales and Marketing activities enabling them t practice Jined Up activities acrss their rganisatins Mark Hbsn: Mark is an experienced sales manager with ver 25 years wrking in the IT industry bth in the UK and acrss EMEA. He has held sales and sales management rles at Hewlett Packard and Andersen Cnsulting building n his expertise in selling ERP systems, and management rles acrss EMEA at Unisys and Openwave Systems. His specialisatin is in develping successful methds, culture change and prcesses fr sales and services rganisatins, where he has an analytical apprach t identifying success factrs cupled with a pragmatic and persnal style fr the management and delivery f change.

5 Sme f ur clients Develped Sales Assessment centres Assessed the UK-wide services sales team Sales Training acrss the selling prcess Sales Rle Definitins + Jb Dssiers fr Sales fr the UK based Indian Offshrer Business Planning + Sales Manager Mentring fr the Healthcare Sftware Supplier Caching with Telesales Training Sales Manager Sales Training, Marketing Cnsultancy Implementing CRM Netwrking and Referral generatin fr the Directrs f the PCB and Electrnics Assembler Business Develpment Training Majr Accunt Planning Landing & Expanding fr the Recruitment Advertiser Pharmacvigilence experts trained t develp mre business with existing clients Business Develpment r Rainmaking fr the team f IT Cnsultants Telephne based sales techniques fr the PC cmpnent supplier Sales Manager Caching fr the IT Reseller Rainmaker Training fr the IT Cnsultants and Technical Accunt Managers acrss EMEA Area Sales Directr Develpment and Caching + Majr Accunt selling + Custmer Services manager develpment Fr the Office Outsurcer Trained the WW Sales team n Single Sales Opprtunity Majr Accunt Selling Sectr Sales Planning fr the Cabling slutins supplier

6 PO Bx 3499 Wkingham, Berkshire, RG40 9BU