Grow the Pipe
Sales for Non-Sales People
WHO WILL BENEFIT
New salespeople, technical experts, account managers and those with increasing responsibility for organic growth.
DELIVERY
- 3 hours
BUSINESS CHALLENGE
In almost every industry, more and more complex sales demand meaningful SME and technical expert involvement. In industries like consulting and professional services, the seller/doer model prevails where clients can be the enemy of growth. Whats needed is a source of knowledge and best practice to support those new to selling, those never exposed to it or experts that need to balance doing the work and selling it.
THE FOCUS
Over 85% of sales today involves a non-salesperson or subject matter expert. Sales for Non-Salespeople establishes a common ground for what sales really is today and reinforces that most anyone can do it while staying true to who they are. Participants learn a true definition of consultative selling and are presented with a sales and engagement process that's intuitive and loaded with tips and helpful hacks to sell effectively.
KEY CONTENT
- Dispelling the unflattering myths of the sales profession
- Identifying potential opportunity
- Initiating a buyer-based sales process, from planning to close
- Creating persona-based messaging for outreach and securing key meetings
- Exploring needs and testing solutions
- Finding more time for business development
- Closing credibly and confidently
OUTCOMES
By participating in the Sales for Non-Sales People Workshop™ participants will be able to:
- Understand what clients value in a business building dialogue
- Uncover needs with questioning strategies around solutions that make sense
- Recognize the proper time to suggest business building ideas
- Advance sales situations by persuading through engagement
- Arrive at a point in conversation to make intelligent recommendations and close
- Foster future business by delivering flawlessly and demonstrating value ongoing
Contact us to learn how we can make this program your own unique experience for your company.
New Logo Acquisition
WHO WILL BENEFIT
The New Logo Acquisition Workshop™ is perfect for those in revenue producing roles that need to grow a book of business.
DELIVERY
- Three hours online
- One day in person
- Mobile reinforcement
BUSINESS CHALLENGE
The sales role has changed dramatically over the past three years. More reps have to grow their books entrepreneurially while relying on subject matter experts to advance the sale. Plus, daily demands of maintaining social media presence and the inability to connect face-to-race on a consistent basis are creating a lack of focus and putting a drag on pipeline growth.
THE FOCUS
BWST's New Logo Acquisition Workshop™ is a proven system of new client acquisition supported by a validated sales process. Participants are provided with proven content, helpful hacks and spot on messaging to target, nurture and engage ideal prospects. BWST's "Warm Doors" process makes it easy for salespeople or those in seller/doer roles to initiate, advance and close opportunities with greater confidence and regularity.
KEY CONTENT
- BWST Warm Doors list building tool and approach
- Sales process rubric and sales self assessment tool
- Persona matching and messaging
- Designing conversations and orchestrating SMEs
- Assessing budget and testing fit
- The Relationship Review closing process
OUTCOMES
By participating in the New Logo Acquisition Workshop™ participants will be able to:
- Apply effective new logo pursuit strategies
- Better segment and prioritize opportunity
- Leverage current client work as catalyst for new
- Create stakeholder-specific messaging for access
- Design conversations that build momentum for action
- Test solutions prior to moving to formal proposal
- Orchestrate SME resources and facilitate peer matching
- Gain commitment by demonstrating value and diligence
Contact us to learn how we can make this program your own unique experience for your company.
Developing COI Relationships
WHO WILL BENEFIT
Developing Centers of Influence™ is perfect for salespeople, account managers, and business professionals who need to to generate consistent referral business.
DELIVERY
- 3 hours
BUSINESS CHALLENGE
Generating business through referrals is not about taking - it's about giving. The best networkers understand that their role is to be a conduit to value for someone else’s network. Salespeople need to build repeatable ecosystems of referral generation and relationship building to foster a steady stream of prospects and to keep their pipelines full.
THE FOCUS
Developing Centers of Influence™ is a program designed to target, engage and develop sphere of influence relationships. Participants build an ideal COI profile and create a credible and authentic contact strategy to make meaningful connections.
KEY CONTENT
- Adopting a COI mindset – A Giving Hand is Always Full™
- Sleuthing skills to qualify the right COI
- Thinking beyond CPAs and Attorneys
- Contact management strategies
- COIs and sources of value
- Seeing the client through the lens of the COI
- Referrals vs. Introductions – knowing what you’re asking for
- Keeping balance in the relationship
- Communicating your value prop to COIs
OUTCOMES
By participating in Developing Centers of Influence™ participants will be able to:
- Plan for and initiate COI relationships
- Adopt proven tools for COI outreach
- Shape messaging that helps COIs understand your value
- Grow referral sources from tangential industries
- Manage initial COI interactions to mutual benefit
- Leverage tools and tactics to help your COIs grow
- Balance the relationship to an equitable give and take
Contact us to learn how we can make this program your own unique experience for your company.
Social Media Selling
WHO WILL BENEFIT. Salespeople and their digital marketing colleagues that need to influence buying decisions online.
DELIVERY
- 3 Hours
BUSINESS CHALLENGE
Modern-day buyers reside in a “work from anywhere” world and have access to a myriad of technology solutions that minimize distance and maximize efficiency. Millennials are the predominant decision makers, Gen Xers have larger budgets, and the influence of Boomers is waning. Social Media Selling helps salespeople use social media platforms and their networks to add more prospects, opportunities, and information to their pipeline.
THE FOCUS
- Understanding the new buyer journey
- Forging outreach strategies with social media platforms
- Aligning with what buyers care about early in the sales process
- Maximizing your professional profile for maximum engagement
- Creating the right data trail for prospects to engage with you
- Boosting your social media and overall online credibility
KEY CONTENT
- Picking the platforms and timing to accomplish your goals
- Context over content in social media engagement
- The Connect/Engage/Meet model for use with LinkedIn
- Attaining equal business stature in the social space
- Supporting key prospects in their social media goals
- Anchoring reasons to meet for high value prospects
OUTCOMES
By participating in Social Media Selling, participants will be able to:
- Engage credibly on B2B social media platforms
- Apply proven strategies to earn the right for digital discovery
- Determine the best time to segue from online engagement to live
- Create credible social media profiles that engender trust
- Accelerate relationship-building with prospects and customers
- Balance the relationship to an equitable give and take
Contact us to learn how we can make this program your own unique experience for your company.