Mastering the SME Sale™

WHO WILL BENEFIT:

Mastering the SME Sale™ is for account professionals in insurance who have the opportunity to make business-building recommendations to existing clients.

DELIVERY:

The program is delivered in a one-day live or a four-hour, two-session virtual format. It includes Bill Walton Sales Training's (BWST) post-training pipeline coaching.

Business Challenge:

With rising customer demands and more technical solutions, business has entered the Era of the 'SME Sale.' Instead of dedicated sales teams, professional services firms in finance, consulting, engineering, and accounting are relying on their subject-matter experts, project managers, or senior consultants to identify and close new opportunities. While this expertise is crucial for closing high-stakes sales, selling can often conflict with "the work". To do it well, you need a mindset shift from being purely technical to being customer-centric and persuasive, and you also need time.

Objective:

Mastering the SME Sale™ develops the critical attitudes, skills, and tactics to help those in seller/doer roles use a defined sales process. Participants are given the right behaviors, actions, and "hacks" to execute at each step. They will learn to prioritize opportunities and execute an outreach process to get more meetings and master critical prospect interactions. The program also teaches time and energy management techniques to help create a proper cadence for a dedicated business development effort.

Key Content:

Busting selling myths to view selling as a strategic and cerebral activity.
Leveraging sales process, messaging, and time management to execute a sales plan.
Setting a daily and weekly cadence for outreach, nurturing, and follow-up.
Mastering three critical interactions: Coffee Talk, Discovery, and Closing.
Sustaining business relationships over time.

OUTCOMES:

By participating in Mastering the SME Sale™, participants will learn to:

Credibly execute a sales plan and cultivate a list of segmented prospects.
Conduct persona-specific outreach plans across all media.
Cultivate referral sources and professional networks.
Design conversations with prospects using high-gain, open-ended questions.
Arrive at a point in conversation to make intelligent recommendations.
Foster future business by delivering flawlessly and demonstrating ongoing value in the relationship.

"BWST provided our entire sales organization [sales leaders, account managers, consulting and business development teams] with very detailed sales content in a digestible format. The success with our teams was a result their tenure and expertise in sales, and BWST's due diligence in learning about us prior to training. BWST was a huge asset to us and is a key partner in launching our sales enablement platform that's ensuring we can continue to grow."

Head of Sales Enablement, Pharma

"If you're in search of a game-changing resource that not only boosts your deal-making prowess but also deepens your grasp of relationships and value creation, enrolling in Bill Walton's training program is a must. Bill's dynamic coaching style and innovative approach to team development are incredibly valuable. His ability to inspire and guide teams makes him a tremendous asset to any company. I wholeheartedly endorse the Bill Walton Sales Training!"

Learning and Development Manager, AI Software Development

"Bill is an expert at helping to create vision and focus within a sales team. He took the time to listen and understand our needs. Bill helped to put the "puzzle pieces" together to create a wonderful structure focused on value selling and client acquisition."