High Touch Prospecting: Techniques for attracting, identifying and attracting new business

The Sales Coach: Making the shift from management to sales coaching

The Sales Strategist: Personal strategic planning for financial services professionals

High Touch Prospecting:

Techniques for attracting, identifying and qualifying new business

This program is designed for seasoned professionals and those just starting to make the critical transition from being a producer of services to marketers and salespeople. If you’ve never sold before you will learn step by step how to identify new opportunities and obtain appointment with decision makers. If you’re an seasoned professional we’ll help you to refresh and revitalize your business development approaches. You will learn techniques for identifying opportunities, crafting powerful value propositions, leveraging social networking and approaches to warm up cold calls.

Download program outline 

The Sales Coach:

Making the shift from management to sales coaching

The most important asset for most organisations are its sales people. Top organisations today realise that developing their sales talent is the most effective way to develop themselves to their full organisational potential.

We have designed this programme for new sales mangers, non-sales-managers, and veteran sales managers. You will learn the techniques, tools, and know-how for making the change from being a manager to becoming a sales coach.

Discover how to build a winning sales culture, reduce churn, and save time when finding and hiring new sales talent.

This programme will show you:

• how to create a coaching culture.
• techniques to help salespeople increase their effectiveness.
• how to improve your skills in giving and receiving feedback.
• how to convert sales training sessions from classrooms into everyday practice.
• how to master one-to-one, team, and phone coaching.
• how to increase success and fun.
• how to remove the obstacles to top performance.

The Sales Strategist:

Personal strategic planning for financial services professionals

Imagine every person in your organisation having clear goals, objectives, strategies, and plans, and that they’ve clearly defined each of their sales targets’ calls, proposals, presentations, and sales cycle, leaving no phase of the sales cycle to chance.

Everyone understands the value of business planning. Many sales teams lose valuable selling time simply because they fail to invest the time required for thinking about establishing their game plan, and many organisations waste time developing and using ineffective plans.

This powerful interactive programme converts theory into action, allowing sales teams to hit the ground running, raise the bar, and increase sales dramatically. It equips sales professionals with specific tools that ensure that they meet their targets, have greater focus, and sell more.

During this program you will learn how to:

• establish clear business goals.
• set priorities for higher productivity.
• create detailed plans for achieving sales results.
• organise your activities daily, weekly and monthly.
• align your personal business objectives with the organisation’s priorities.
• create a compelling personal value proposition.