Training Programs

Attention All Shoppers! How to Get the Word Out About Your Organization

So you’ve developed a terrific product that you know will beat the competition cold. You’ve hired great sales professionals, and nailed down your pricing. Now you need to let the world know about the exciting product your company is offering! It’s time to rev up your marketing machine, and that means dedicating time, money and energy to the cause. All of you who dread cold calling, keep in mind that the more effort you put into effective marketing, the less time you’ll have to put in to cold calls. And, which marketing moves are the most effective ones? This workshop will answer this question and many more.

You will learn how to:

Be the Best! How to Develop the Top Qualities, Characteristics and Skills of a Winning Sales Professional (Half-day training)

What a professional thinks of their own profession can often times affect their success. This half-day workshop will explore identifying and overcoming barriers to winning sales, as well as what the profession holds for them. Then, we will give you an opportunity to evaluate how you stack up in this great profession.

You will learn how to:

Break the Ice! How to ‘Warm Up’ and Make Your Cold Calls

In today’s world of selling you often hear that cold calls simply don’t work. It is true! However, reaching out to new prospects is imperative to selling. If you can’t get the appointment to have a face-to-face conversation about your product or service, you’re not going to be successful. This workshop will focus on techniques that will ensure you never make a cold call. We will take the anxiety and dread out of calling by applying the proper, non-threatening techniques to engage prospects. We will discuss how to obtain necessary information before making a call, the actual steps to use and the numbers of calls necessary.

You will learn how to:

Capture the Room! How to Make Powerful Presentations with Impact that Result in Action (1-day or 2-day training)

The hard work has been done to get in front of a potential client and your presentation fails to entice your customer or simply flops! Can you relate? This 2-day workshop will show how to turn your presentation into a compelling story for people to buy. Participants will leave with specific ways to make a presentation come alive while focusing on your prospect.

You will learn how to:

Developing a Sales Culture within Your Organization (2-day training)

The secret that links almost all of the greatest sales professionals is the companies behind them. Whether you have a sales force or not, the sales function can no longer operate as an independent business unit. You can ensure that your company’s individual business functions all support the company mission by supporting and embedding a sales culture within your organization. This 2-day workshop will introduce the seven business functions within a company that need to support the sales process. The process within each business function will be reviewed in great detail, and the participant will leave prepared to develop a sales culture within his/her own organization. We will also share with you examples of a strong sales culture from other companies.

You will learn how to:

Don’t Be Out of Touch! How to Analyze and Measure the Effectiveness of Your Sales Process

With today's economy and competitive market, professionals are working harder than ever to earn business. However, sometimes the most important activities to increase revenue and bring in new business get overlooked. Very little attention is paid to the sales pipeline, number of sales contacts, prospect meetings, facility tours, qualifying, or prospecting of leads. Attending this workshop, participants will come away with the art of measuring and managing sales activities that will shorten your sales cycle and generate more revenue.

You will learn how to:

Don’t Leave Home Without Them! How to Identify, Develop and Use Sales Tools for Sales Success

A well-stocked took kit is like a well-stocked refrigerator—there is something for everyone’s taste! In today’s competitive market, it’s important to be able to respond to a prospective customer quickly. The most effective way to accomplish this is to have all the tools you need at your fingertips. Participants will receive samples of the many tools and templates we discuss at the workshop.

You will learn how to:

Get More Bang for Your Buck at Your Next Sales Event!

Whether you are exhibiting at a trade show, attending a conference, or a guest speaker at a professional event, you should use these occasions as a selling opportunity. Most organizations spend thousands of dollars attending and/or exhibiting at a sales event only to have nothing to show for it at the end of the year. Therefore, they never attend or show again. This workshop will show you the tricks of the trade in order to get the most return on your investment.

You will learn how to:

Get on Target! Determine Where and to Whom You Want to Sell (2-day training)

The goal of any organization is to generate more revenue. All too often, an organization feels so desperate to close the deal that they are not very selective in whom they do business with, and for many this can be a costly mistake. All marketing and sales efforts should be focused on winning your ideal customer. Learn how to uncover those viable leads by conducting market research and identifying targets through this 2-day workshop.

You will learn how to:

I’ll Follow You Anywhere! How to Develop Raving Fans and Superior Customer Service

The greatest selling tool an organization can have is customers that are willing to tell the world how great your company is. These customers are referred to as "Raving Fans". It is not easy to make a raving fan out of a client, but is not impossible and the secret lies in your customer service process. If you are relying on your account managers alone to increase your customer satisfaction, then you may want to consider this workshop. Participants will come away with the steps necessary to develop and monitor a customer service plan. Let your customers become your greatest sales tool.

You will learn how to:

Is There an Expert in the House? How to Become Known as an Expert in Your Industry

Being an expert in regards to your industry and industry trends will always position you steps ahead of your competition while equipping you with the expertise to better inform your clients regarding buying decisions. The point is to become “known” as someone in the industry who can be counted on as a resource to those seeking information on your type of product or service. Participants learn the keys to gathering industry knowledge and the techniques of using this knowledge to gain a loyal client base.

You will learn how to:

It’s Just a Conversation! Sales for the Non-Sales Professional

The world of sales has dramatically changed from the days of old. Business has changed and to make things worse, the cost of doing business is at an all-time high resulting in cutbacks on sales professionals. As a business professional, you are left with the daunting task of continuing with your current workload and expected to get involved in sales. You want to increase your organization’s client base and land business but selling is not your first profession. What do you do? First, don’t panic! Second, participate in this workshop, which will introduce the non-sales professional to the principles of consultative selling and assist you in mastering sales concepts and skills. Enhance your confidence by using your everyday communication skills and personality to win business!

You will learn how to:

Knowledge is Power! How to Obtain and Utilize Industry and Customer Information

Knowledge is power…especially in sales. This workshop teaches participants a proven strategy for obtaining information on specific industries and clients that are most likely to purchase your product/service and be profitable. Participants will be shown the tools necessary to obtain the information and the specific way to use the information.

You will learn how to:

Sales 101: How to Ask Questions, Determine Needs, and Illustrate How You Can Help (1-day or 2-day training)

Salesmen are no longer perceived or trained as great “persuaders”. Today’s greatest sales professionals are truly sales consultants. This 1-day and 2-day workshops define the art of consultative sales, a practice in which building trust and partnerships with prospects results in a win-win approach to closing the deal and creates the foundation for long-term and profitable partnerships. We will walk through every step of our proprietary SALES process.

You will learn how to:

The Perfect Match! How to Conduct an Effective Lead Generation Process

Build and they will come. Unfortunately this is not realistic in the business world. We have to generate sales by generating leads. There are several ways to generate leads and one of the most efficient ways is to implement a formal lead generation program that involves a defined lead list, a marketing campaign, a follow-up strategy and more. This workshop will walk participants through the step-by-step process of setting up and carrying out a formal lead generation process. This process will allow you to keep your sale pipeline full at all times.

You will learn how to:

Welcome! How to Give an Impressive Facility Tour

When a customer is making an important buying decision they often feel more comfortable working with a company that they can see, feel and touch. Therefore, inviting prospects to visit your facility, meet your staff, and see operations first hand can be essential. This workshop will walk the participants through preparing for a tour, conducting a tour and post-tour follow-up. You may be surprised how inviting a potential client to your facility can be a make or break opportunity. Be prepared!

You will learn how to:

You Can Judge a Book by its Cover! How to Establish a Proposal Process for Winning

Many organizations rely on the effectiveness of their proposals to influence brokers and prospective clients. However, many proposals are not focused on the specific needs of the prospect, do not include pricing that covers the cost of doing business, or are not from your ideal customer. If you feel that this represents your organization, it may be time to learn how to revamp your proposal and proposal process.

You will learn how to:

You Had Me at Hello! The Art of Organizing, Researching and Precall Planning Prospect Information

“Do your homework!” Even today, these three little words can create a sense of dread in many of us. But homework is a necessary part of being a success in sales. Whether or not you choose to admit it, preparation—whether it is researching a client, rehearsing a presentation, or memorizing product features—has a significant impact on your success rate in winning new business.

You will learn how to: