Sales training

Not all products or services are equal in terms of how you sell them. And, not all customers are equal. And, selling into different levels of an organization, often requires different types of selling techniques, in order to get their attention. Below we summarize our 7 Sales Training Programs. 

Proactive Selling® - Focus on closing. Proactive Selling® is exactly what it sounds like: selling the advantages or features of a specific product or service in a proactive way. With product or service selling, the questions are predictable from customers, products or services are used in similar ways by customers, prices are typically set, marketing materials are standardized and salespeople typically require a lot of formal training. 

Solution Selling® - Focus on value creation. Solution Selling® goes beyond simply selling products or services. Instead, you are trying to focus on a customer’s pain point, and address how your product or service is the best solution to that pain point. And, the bigger the pain point (e.g., can dramatically reduce cost, improve customer service, or open up new revenues streams), the more needed your solution will be. 

Insight Selling™- Focus on insights. With Insight Selling™ the pain point is unknown or not manifest to the customer and you are helping the customer to identify and address the problem. You are playing the role of coach and guiding your client through the process of buying. A perfect sales training program for a complex or competitive sales environment. 

Key Account Management (KAM) - Focus on partnership. With Key Account Management your team will gain the critical skills and knowledge needed to turn account growth opportunity into account growth reality. They’ll learn a proven process for strategic account planning that will allow them to systematically review and grow their accounts. For starting account managers it is advisable that they first follow the training Proactive Selling® or Solution Selling®.

Dealer / Channel Management - Focus on distribution. The training Dealer or Channel Management is designed for sales people involved in developing business partnerships, recruiting and developing resellers, and building (digital) sales channels. With Dealer (Channel) Management, you learn the channel landscape and the variables that impact success and map out a profitable and effective dealer- or channel plan. For starting dealer or channel managers it is advisable that they first follow the training Solution Selling®.

Strategic Proposal Management (SPM) - Focus on added value. As bid or proposal manager, account manager or expert, knowledge of proposal processes, tools and best practices are crucial for the success of your proposal. The inspiring training consists of a thorough theoretical framework combined with relevant practical cases. Up-to-date, interactive and 'state-of-the-art'.

SMART® Virual Selling - Focus on convincing triggers. SMART® Virtual Selling is a new sales training that brings the best of Proactive Selling®, Solution Selling®and Insight Selling™ together and uses the latest neuroscience insights. It is the sales method to be successful in both the physical and virtual world.