Sales Academy
Our Sales Academy
Today’s buyers are overwhelmed with information and do not need another product pitch. Even the most unique, innovative products and services have limited appeal on their own. Sales success isn’t about pushing products. It’s about asking the right questions, understanding customers’ business needs, and creating value in every conversation.
The Sales Academy is designed to provide sales professionals with cutting-edge practical tools to transform sales conversations into strategic partnerships, transitioning from a vendor to a trusted partner. Our sales training programs will shape your organization’s sales culture, driving undeniable results, including increased productivity and win rates, heightened sales effectiveness, improved customer relationships, and significant top-line revenue impact. At the end of the training, the participants would be equipped to ‘go to market’ with the requisite knowledge and skills to be top-performing sales professionals.
We utilize various delivery methods, including videos, practical exercises, case studies, capstone projects, innovation and idea pitch sessions, gamification, and assessments. The programme will enable participants to adopt a contemporary approach to solving complex sales problems, understand changing buyer behaviour and the dynamic trade environment including new channels, appreciate route-to-market concept and art of flawless execution, utilise data and insights to identify sales and market trends, develop key account management skills, and determine sales effectiveness.
The best commercial strategies won’t get results if the front line can’t execute. We help you train and motivate sales teams that deliver outstanding performance.
Strategic /Key Account Management Program
Selling to existing accounts is one of the biggest untapped opportunities for revenue growth. Our Strategic Account Management training teaches sales professionals a well-defined, highly effective process for strategic account planning that helps account managers systematically review and grow their most important accounts.
Your team will be trained to serve existing customers better and win new ones by equipping them with the necessary skills to:
- Identify Key Accounts: Determine which customers are strategically important and warrant focused attention.
- Identify Opportunities: Proactively seek new business opportunities within key accounts and develop solutions to meet their needs.
- Develop Account Plans: Create tailored strategies for each key account, outlining goals, objectives, and action plans
- Improve Customer Retention by building trusted advisor relationships to drive revenue and referrals
- Maximize Revenue from Key Accounts
- Stakeholder Management and Its impact on Decision-Making
- Competitor Analysis and Positioning
- Learn essential skills and strategies to expand, upsell, and cross-sell into existing accounts
- Improve sales efficiency with consistent, repeatable account management practices
Consultative Selling – Build Trust That Builds Business.
In today’s dynamic business environment, customer expectations are constantly evolving, and the art of selling must also evolve.. Consultative selling, a strategic approach that prioritizes understanding customer needs and offering customized solutions, has emerged as a powerful tool for building trust and achieving sustainable sales success.
Our Consultative Selling training program helps sales professionals acquire the necessary skills for in-depth needs assessment and collaborative partnership, adopting a customer-centric, solution-oriented approach to selling.
The course content includes.
- Introduction to Consultative Selling
- Understand what Top Performers do to win the most sales
- Learn the keys for leading masterful sales conversations
- Challenge thinking about interacting and communicating with buyers
- Leading a Thorough and Impressive Needs Discovery
- Making the Impact and ROI Case Powerfully
- Crafting a Value Proposition Positioning Statement
Sales Psychology: Understanding Buyer Behavior
- The Fundamentals of Sales Psychology
- The Buyer’s Journey: A Psychological Perspective
- The Role of Cognitive Dissonance
- How to Study Human Behavior to Grow Revenue
- Importance of User Experience (UX)
- Overcoming Objections in Sales
Insight Selling – Advance Consultative Selling
Insight Selling, our advanced consultative selling program, provides sellers with a framework for how to harness the power of ideas to inspire buyers, become change agents, and differentiate based on the value they bring to the table.
The course content includes
- Introduction to Insight Selling
- Understand the journey from foundational to advanced consultative selling
- Expand sellers’ thinking about how they can drive maximum value for buyers
- Inspiring Buyer Action: New Reality and The Buyer Change Blueprint
- Inspire sellers to raise their consultative selling game
- Help sellers master the art of collaboration in sales
- Persuasive Sales Presentations: Telling a Convincing Story
- The Power of Diagnosis in Consultative Selling
Sales Prospecting
Today’s marketplace requires smarter, more efficient targeted prospecting and qualifying that fills the pipeline with quality prospects.
In our Sales Prospecting course, sales professionals learn critical sales prospecting skills that enable them to consistently reach, qualify, and interact with viable prospects in order to keep the pipeline well-stocked and achieve their sales goals.
Course content
- How Winners Drive Pipeline: Introduction to Prospecting with Value
- How to identify common prospect sources and determine the characteristics of a high-value sales prospect
- How to prioritize prospecting efforts through gaining critical sales prospect data
- How to create concise value messaging to pique prospect interest
- Develop effective qualifying questions to identify high-quality opportunities
- Effectively make contact with prospects by delivering an effective communication framework
- How to create a strong personal brand that helps ensure a sustainable positive image
- Recognize in-person and online networking opportunities to increase prospecting efforts
- Develop a multi-modal, multi-touch sequence to break through and set meetings with buyers
- Avoid the most common derailers of prospecting efforts
- Understanding the WAVE Model: for Prospecting Success
- Get organized to execute systematic, scalable prospecting
Negotiation in Sales
Develop deep insights into what is really going on during negotiations.
You will analyse negotiations cases and practice what you learn through role plays and simulations . This will enable you to develop a robust framework for successful future negotiations, whether they are in person or online.
Our Sales Negotiation Course equips sales professionals hone their skills in-
- Introduction to the Sales Negotiation and Sales Process
- Preparing for negotiations
- Leading the Negotiation Process
- Creating value in negotiations
- Understanding decision-making in negotiations – how to negotiate rationally in a non-rational world
- Group decision-making in negotiations
- Negotiating in multi-party situations
- Communicating persuasively in negotiations
- Negotiating in a changing environment
- Conflict, value, perspective, and culture in negotiations
- Strategies for Overcoming Objections
- Effecting Emotions: Winning the Human Side of Negotiation
- Learn the 6 Essential Rules of Sales Negotiation and how they are the keys to sales negotiation success
- How to Deal with Common Buyer Negotiation Tactics
- Strategies for Getting to Agreement
The Role of AI and Machine Learning in Sales
In today’s competitive business world, finding an edge is crucial for sales teams.
The rise of Artificial Intelligence (AI) and Machine Learning (ML) is changing the game. These technologies are reshaping how we approach prospecting, decision-making, and strategy.
Research shows that using AI improves sales prospecting efforts. By harnessing the power of AI and ML, sales teams can unlock unprecedented insights. This leads to better targeting and improved customer interactions, boosting sales performance.
Course content
- Embracing AI in sales: Revolutionizing strategies and efficiency
- Explore the role of AI in sales
- Harness AI capabilities to drive better sales outcomes
- Machine learning in sales
- Types of AI for Sales Operations
Using AI tools in sales
Selling to Senior Executives – Strategies for Reaching Executive Decision Makers
Selling to the C-Suite and senior executives require a unique approach and a deep understanding of executive motivations. In today’s ever-evolving business landscape, decision-making involves many stakeholders, making it crucial to adapt and thrive. Top performers have excelled in selling by acquiring the essential skills to ‘sell higher’ in any organization and successfully gain access to C-Suite and executive-level buyers.
Course Content
- What Is a C-Level Decision Maker
- Principles of Selling to Senior Executives
- What makes selling to executives so different?
- What Senior Executives Care About – Understand Their Priorities and Perspective
- Selling Value to Senior Decision Makers
- Strategies to Reach the C-Suite
- The Downside of Failing to Reach the C-Suite
- Understand the context, content and contact dimension of selling to senior executives
- Step-by-step guide to selling to C Suite