| Demo - Sales Planning(Growth Engineer 2 Sales Person)
This course looks at how to plan your sales time, from a territory management point of view. It covers, identifying your target customers, mapping the sales activities needed at suspect, prospect and sales lead stage, sales cycles and sales conversion rates
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| Demo - Setting effective meeting agendas(Growth Engineer 2 Sales Person)
In a world where we are time-poor being productive with our time and our prospects is critical if we are to be seen as business professionals and a potential business partner.
One way of doing this is to create and distribute a clear meeting agenda for each customer meeting.
This course looks at the different types of agendas that may be appropriate throughout the sales process to help you maximise the efficient use of your selling time.
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| Demo - Order, Advance, Continuation(Growth Engineer 1 Starter)
In this module, we look at how to measure the success of a sales call. Introducing concepts including Order, Advance or Continuation, we examine what can and cannot be considered success, and also the effect of too many attempts at closing. Focusing on developing needs, and persuasion techniques, we examine what to do with a sale which has stalled.
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| Demo - Becoming a Great Sales Person(Growth Engineer 1 Starter)
This courses presents a structure for developing yourself into a great sales person. It looks at how you can develop a personal sales strategy, an operational/territory plan, how you can manage your time effectively and what you need to be thinking about in terms of sales skills.
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| SDZ Site Overview(Growth Engineer 4 Sales Leader)
An outline of the Sales Development showing the key features and benefits and detailing all of the modules
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| Demo - Recruiting Sales People(Growth Engineer 3 Sales Mgr)
The process of recruiting sales people with the right skills and experience to match the role
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| Demo - Sales Meetings(Growth Engineer 3 Sales Mgr)
How to structure and deliver sales meetings that have an impact. Sales meetings are vital for the sales team to share learning and develop capabilities. Many of the workshops here in the sales development zone can be delivered effectively in a weekly sales meeting, facilitating learning and continual development.
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| Demo - Basic Disciplinary Procedures(Growth Engineer 3 Sales Mgr)
To give anyone potentially involved in implementing discipline an understanding of what is involved and the process and procedure to follow. The module is aimed at Managers who are not HR professionals, giving them are structure to follow. However, the advice would be to always seek professional advice where available.
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| Demo - Joint Sales Visits(Growth Engineer 3 Sales Mgr)
To embed new sales skills and improve sales outcomes sales staff need to reflect on and analyse their performance, sales managers need to understand their role on joint visits including observation, intervention and feedback.
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| Demo - Remuneration & Reward(Growth Engineer 3 Sales Mgr)
Remuneration of sales teams is not a one size fits all. Differing roles mean differing renumeration packages are appropriate. However there are some clear best practices that if done right can have a significant impact on sales results. This is a must course for all sales managers.
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| Demo - Induction for New Starter(Growth Engineer 3 Sales Mgr)
New salespeople will need to familiarise themselves with your business - its products, its employees and its customers. An induction process for new sales staff must cover, your company, your customers, your products and vitally the sales process. This practical workshop works through all these areas to ensure you put in place a robust and useful induction that will allow new staff to get up to speed quickly.
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| Demo -Training 4- Delivery & Evaluation(Growth Engineer 3 Sales Mgr)
How to understand the structure of groups, how to anticipate and overcoming trainee problems
and handle difficult trainees.
Effective delivery of training sessions.
Effectively measuring learning outcomes
Short and long term measurement
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| Demo - Channel Management(Growth Engineer 4 Sales Leader)
This course looks at channel management strategy as a way of increasing customer reach. it looks at ways of understanding if and what type of channel strategy is right for you and how you can measure the return on investment from implementing a successful channel partnership.
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| Demo - Training Strategy for Sales(Growth Engineer 4 Sales Leader)
Recent research by ES Research Group shows that 90% of sales training programs result in temporary increase in sales productivity lasting between 90 and 120 days. This training looks at how you can ensure that the money and resources you are spending on training and development are put to good use.
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| Demo - Key Account Management-Developing the Relationship(Growth Engineer 4 Sales Leader)
This course helps you assess the type of relationship you currently have with your account base, and helps identify what you want them to be and the journey in getting there.
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| Demo - Introduction to Strategic Marketing(Growth Engineer 4 Sales Leader)
This course presents an overview of strategic marketing, in order to understand the activities that make up the strategic sales and marketing process.
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| Demo - Telephone Skills(Growth Engineer 1 Starter)
In this module, we look at the effective use of the telephone in the sales environment. Focussing on planning and timing calls, attitude, use of language, and listening skills, we cover everything needed to make the telephone a successful means of communication for both sales and customer service.
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| Demo - Customer Care(Growth Engineer 1 Starter)
How to look after your customer and give them the care and attention they need
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| Demo - Communication Skills(Growth Engineer 1 Starter)
This module focuses on the importance of communication in the sales process, and how to do it effectively. Examining listening, style of speech, choice of language, and non verbal communication, we look at simple ways of improving communication, and increasing success.
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| Demo - Listening Skills(Growth Engineer 1 Starter)
This module examines the importance of listening, and the skills needed to do it effectively. It looks at the statistically increasing importance of listening as responsibility increases, discusses non verbal cues which encourage people to keep talking, and advances models and tools for listening more effectively.
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| Demo - Net Promoter Score(Growth Engineer 4 Sales Leader)
NPS is based on the fundamental perspective that every company’s customers can be divided into three categories. "Promoters" are loyal enthusiasts who keep buying from a company and urge their friends to do the same. "Passives" are satisfied but unenthusiastic customers who can be easily wooed by the competition. And "detractors" are unhappy customers trapped in a bad relationship. Customers can be categorized based on their answer to the ultimate question 'how likely are you to recommend this company to a friend?. This workshops looks at how the net promoter score tool can help you identify if your company is delighting your customer base, leading to long-term profitable growth.
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| Demo - Complaint Handling(Growth Engineer 4 Sales Leader)
Complaints are too often treated as a problem, or simply ignored. Learn how to leverage the power of a complaint to gain improvement for your business, and increased loyalty from the complaining customer
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| Demo - Dealing with Angry Customers(Growth Engineer 1 Starter)
Difficult, angry customers can be a real challenge for any customer service centre, causing stress, and being hard to bring to a resolution. Learn a simple process for defusing anger, calming the customer, and getting their issues back on track.
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| Demo - Building a Service Culture(Growth Engineer 3 Sales Mgr)
Effective customer service can be affected by training and processes, but more than anything, it's a cultural issue. Learn how to embed a culture of service excellence in your organisation
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| Demo - Sales Process Template(Growth Engineer 2 Sales Person)
This templates provides an easy guide for individual sales people to map out their sales process. It covers, the 3 key stages of suspect, prospect and sales lead.
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| Demo - Designing the Sales Force(Growth Engineer 3 Sales Mgr)
This course looks at how to structure and resource your sales team. It looks at tools that will allow you to anaylse if you have the right size force and whether it is allocated correctly to maximise results.
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| Demo - Buyer Motivation(Growth Engineer 2 Sales Person)
This course looks at why organisations make the decision to buy. Through understanding why organisations are motivated to change their current practise you are better able to ascertain why and when they will move to buy from you.
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| Demo - Questioning Skills(Growth Engineer 2 Sales Person)
To understand the needs of your customer and how to sell to them you need to be able to ask them questions effectively - here's how
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| Demo - Trusted Advisor Status(Growth Engineer 2 Sales Person)
It is essential that Key Account Managers know how to Develop and grow meaningful customer relationships and as a result differentiate themselves so that customers view them as a trusted advisor rather than a vendor.
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| Demo - Cold Calling(Growth Engineer 1 Starter)
How to structure a cold call and build an effective script to make appointments for a sales visit
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| Demo - Sales Prospecting(Growth Engineer 2 Sales Person)
This training covers the basics of prospecting, looking at how you would create an effective focused list of prospects, and how you would determine the best way to reach them.
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| Demo - Making Presentations(Growth Engineer 2 Sales Person)
To give people who have a presentation requirement in their job role now or in the future a structure to work to when creating and delivering a presentation. The module covers the basics and can be further enhanced by advanced presentation skills.
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| Demo- Sales Presentations(Growth Engineer 1 Starter)
Once the salesperson is out of the room, the only thing convincing a buyer is the quality of the proposal and presentations he's left. Learn how to make yours punchy, effective and engaging.
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| Demo- Creating Value(Growth Engineer 1 Starter)
This course looks at creating client value through understanding the buyers purchasing journey. This type of selling is ideal for those working in competitive complex sales environments where the sales person needs to help the client identify the problem, create a bespoke solution and ensure implementation runs smoothly.
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| DEMO - Successful Selling(Growth Engineer 1 Starter)
Looks at the definition of a successful sales visit. Helps to establish a frame work for analysing what has been achieved on a sales visit.
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| Demo - Negotiation Skills - basic(Growth Engineer 2 Sales Person)
This module introduces simple, single issue negotiations. Using practical exercises, the challenges of single issue negotiation are explored, and concepts like Best Alternative to a Negotiated Agreement, and Zone of Potential Agreement are covered. Simple negotiation tactics are then introduced, including making and reacting to opening offers, and patterns of concession.
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| Demo - Key Account Management(Growth Engineer 4 Sales Leader)
Demo module - not to be used for training purposes. Only PDF available.
Learn how identify your key accounts and how to develop a strategy to manage them effectively.
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| Demo - Coaching and effective feedback(Growth Engineer 3 Sales Mgr)
Demo module - not to be used for training purposes. Only PDF available.
How to coach your team to improve them and their results and how to give constructive and effective feedback
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| Demo - Buying Decision Making Unit(Growth Engineer 2 Sales Person)
Demo module - not to be used for training purposes. Only PDF available.
Who makes the decision to purchase within your customer? Understand the full buying decision process the customer goes through.
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| Demo - Rapport Building Skills(Growth Engineer 1 Starter)
Demo module - not to be used for training purposes. Only PDF available.
People buy from people they trust, and building rapport with a client is critical to a long term buying relationship. Learn how to put clients at their ease, and gain their interest and trust to shorten the sales cycle and lay the foundations for repeat business.
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