–Michael Terner, CEO, KnowNow, Inc.
Effective Sales Training
Strategic Sales ExecutionTM 
This is not your standard sales training program. This training was developed after years of designing custom training for leading technology firms in the Silicon Valley who demand results from a practical, modern, powerful and effective training experience for their demanding sales organizations.
Focused on developing and/or fine-tuning the "complete salesperson" from mental preparation and the sales mindset, to time and territory prioritization, account and opportunity attack planning, new business development prowess, modern sales communications and flexible messaging for all occassions, effective sales call management, sales process discipline, questioning, probing and custom qualification mastery, pipeline and forecast management like a manager, and optimized sales cycle control, we modularly custom-build and dynamically deliver a power-packed training session like your team has never seen or experienced.
Approach
You know what you want your team to be. So do we. We know how a high-performing sales team plans, acts, speaks, writes, manages, reviews and produces. We simply put it all together with you. We collaborate with your management and best performers and capture what's working and what's not. We apply best-practices customized and optimized for your environment to meet your objectives. We then lock it down in practical printed or electronic templates that live on long after we're gone.
It becomes
This comprehensive training approach and output includes over 20 practical sales tools, grounded in over 35 years of leading sales methodology best-practices and research. We provide your sales organization with a plan, a tailored "Playbook," a PROCESS, a usable strategic framework for day-to-day selling effectiveness that will allow you to outperform your competition.
Results Key Topics: Strategic Sales Messaging Strategic Sales Management ExecutionTM Strategic Account Selling Sales Negotiations
Have your whole team executing at peak levels of performance with new confidence in executing sales strategies, managing sales cycles, territories, priorities, and sales messaging for the right people at the right time. Get the results you want by fielding an organization that is skilled, current, strong and appropriately developed for today's challenging environment. (1 or 2 Day Program)
Regimens – Maximizing, Monitoring Time and Selling Activities
Operations – Managing the Pipeline, Forecast and Operations
Communications – Managing the Sales and Marketing Message
Execution – Executing and Delivering the Effective Sales Call/Meeting
Sales Cycle – Managing and Controlling the Sales Process/Cycle
Skills – Advanced Skills for Sales Reps and Management
Ultimately, people buy from people they like, trust and understand. This custom session enhances sales people’s communication and rapport building skills oriented toward their ideal customer audience. Learn to read and respond to people while proactively driving high-quality conversations and probing discovery sessions. Take your good face-to-face, written and telephone communication skills to new professional heights. (1 Day)
For sales management, this program will help sales managers, directors, and other executives manage a practical process as well as salespeople. Learn to supplement your existing "system" with updated tools and concepts that will help you enhance your team's performance, operations, scalability, morale, motivation and create the appropriate sales and company environment. Structured in modules, this program can be designed to specifically address your key issues and challenges. (½ Day or 1 Day)
Key accounts warrant Strategic Sales Execution with an emphasis on major account processes and practices. From customer targeting, profiling, collaborative value selling and cooperative sales tactics, this program will help major account reps/teams take positive actions regarding strategy, processes and plans with key account opportunities. (1½ Day)
Think you’re a good negotiator? Think your sales team is equipped to be effective in all of their sales negotiations? This program breaks down perceptions while teaching and developing tools, tips and approaches for effective negotiations. (1 Day)
