Establishing the foundations for predictable and repeatable sales execution
For early stage businesses (seed to series B) sales teams we provide an immersive 12 week training programme to help build the foundations for predictable and repeatable sales execution.
Our Repeatable Sales Excellence Training Programme is a structured training programme that enables your sales team to advance and close sales opportunities faster, more often and with greater predictability.
The programme typically lasts 3 months, with interactions each week. These sessions, along with the assignments to complete in advance, are geared towards validating adoption and application of each skill and concept.
By the end of the programme, your sellers will have:
Increased confidence from using a proven approach to sales,
Foundations required to build predictable and repeatable sales execution, and
Reusable processes and competencies which can be applied to future commercial endeavours.
The programme is separated into three modules:
Module 1: Opportunity Navigation
This part of the Relentless Growth Playbook focuses on the disciplines related to navigating sales opportunities. The team will be trained on the MEDDICCC sales navigation framework and how to apply it to their respective buyers. Sample topics covered includes:
Identification of customer pain so as to align value with where buyers need it
Identifying, developing and testing Champions
How to get to the Economic Buyer and influence their decision criteria
Determining what Measures of Success will matter most
Aligning the sales process with a customers’ compelling event.
Module 2: Discovery Excellence
This part of the Relentless Growth Playbook focuses on the disciplines related to discovery. The team will be trained on the discovery skills, differentiation trap setting and objection handling. Sample topics covered includes:
How to set up discovery so as to gain deep customer insight into pains & needs
Different question types and how to use each strategically
Discovery framework that results in the ability to quantify pain & impact
How to set traps for competition around unique differentiators
How to handle objections while strengthening the relationship and the opportunity.
Module 3: Advancing the Sale
This final module focuses on driving momentum and predictability from the Discovery Meeting to the final “Go” from the Economic Buyer. The team will be trained on the process and skills required to advance and close sales opportunities faster and more often. Sample topics covered include:
Turning an identified champion into a well-developed and tested champion
Getting to the Economic Buyer early in the sales process
Gaining consensus across all influencers and stakeholders
Creating a compelling launch plan that drives momentum to close on time
Crafting a comprehensive proposal that enables an easy “Go” from the Economic Buyer