Sales for IT organisations

This programme is taken from www.pipeliner-sales.com, where you can find our full scope of sales enablement activities.

SALES PROCESS OVERVIEW

Ideal for creating a basis of common language in complex, solution based sales environments. SPO looks at the sales process from the perspective of the seller, the customer and management. It is a toolkit of planning and discussion aids the sales force can use to move sales forward while creating value for the customer. It looks at the larger questions of opportunity selection, qualification and strategy. There are many things this workshop can enable a company and its individual sellers to do, but the key objective is that of a common, customer focussed selling strategy that can be accepted and adopted by all levels within the seller’s environment.

SEMINAR PARTICIPANTS LEARN TO:

  • UNDERSTAND THE CUSTOMERS’ BUSINESS ENVIRONMENT
  • QUALIFY OPPORTUNITIES QUICKLY AND EFFECTIVELY
  • GAIN ACCESS TO POWER
  • DEVELOP STRATEGY FOR SALES TEAMS
  • FORECAST AND ASSESS FUTURE REVENUE POTENTIAL
  • RESOURCE OPPORTUNITIES MORE EFFECTIVELY
  • IMPLEMENT CONDITIONS OF SATISFACTION PROCESSES

The whole point of the pipeline, for sales reps, is the simple fact that in order to guarantee that you achieve your target, you need enough opportunity in the early stages. You can’t guarantee quality, but you can guarantee quantity, and by mixing these elements well, you can guarantee your targets. 

The Pipeliner method is a 7 step methodology:

  • Step 1   Understand your customer's business
  • Step 2   Create curiosity
  • Step 3   Build the buying vision
  • Step 4   Create a draft proposal 
  • Step 5   Create the final solution
  • Step 6   Negotiate and close
  • Step 7   Implement and write reference stories

The "8th" step deals specifically with new client acquisition and prospecting.
In order to successfully apply everything you will have learnt during this training, you can use Pipeliner software, the software that can guarantee your target by being extremely focused and easy to use.