ACQUIRE KNOWLEDGEwith a program that drives and measures results at every stage.

ENHANCE KNOWLEDGEwith effective online tools and personal interactive coaching.

APPLY KNOWLEDGEwith a learning framework that establishes tangible results by becoming part of the process – not an overlay.

DEVELOP KNOWLEDGEwith a customized online eLearning program that gives you the power to drive your training development requirements.

PURSUE KNOWLEDGE… and credibility by piquing Curiosity – the genesis of every sale.

RESULTS AT EVERY STAGE ›

About Algario

Algario is a Learning Development organization focused on:

Providing a blended formula of eLearning and Personal coaching that ensures measurable results

Enhancing Sales results without disrupting the

current Sales processes or distracting sales people from

their daily jobs/routines

Providing a real-time view on the ongoing effectiveness of the development investment

Building a framework for sustained improvement

PowerLearn™ Sales Development SystemA common sense approach that challenges traditional sales habits and works on:• Relationship building• Increasing call back percentage when leaving

voice-mail messages• Crafting and sending more impactful e-mail messages• Developing more needs to increase the prospect's

sense of urgency• More accurately qualifying prospect opportunities• Expanding a single piece of business into a

larger opportunity• Delivering a more impactful sales presentation• Closing more sales faster

Coaching Tools

Online Training

A combination that generates results in a continuous learning environment throughout the entire Sales process

Comprehensive set of tools designed to assist managers in supporting the implementation• Culturalizes and habitualizes the methodology

The PowerLearn™ Difference

1Delivered

anywhere… anytime

2Divided into

digestible pieces that form the

building blocks for continuous

learning and skill development

3Time efficient – just 1.5-2 hours

per week on average

4Adapts to the needs of each individual and self-customizes

throughout the development

cycle

5Delivers

quantitative results that are unique

to Sales Development… reinforcing the

value and approach to both Sales Professionals and the entire organization

A Blended Learning Model – combining time effective online tools and personal interactive techniques

11

Question Based Selling™ methodology that wraps an effectiveness layer around your existing Sales process

Improves two parameters:• Efficiency – taking less time to

accomplish the same activity

• Effectiveness – improving results at every stage of the Sales process

Enhance and add value to a Sales process that already exists

We start by building on what is in place…

12

… and focus on Sales Execution

Aggregate impact with Algario

Current Sales successThe

Algario difference

CUSTOMERS ›

Utilizing your current sales process and value propositions

• Concentrating on:– how to improve the sales process vs. what the sales process is– delivering incremental improvements at every step

STEP 1Prospect

STEP 2Qualify

STEP 3Identify

need

STEP 4Propose

STEP 5Justify

STEP 6Close

STEP 7Deliver

STEP 8Support

Enhancing the Sales Process

The Question Based Selling Sales Forum is a systematic progression that naturally flows from creating curiosity with customers and prospects, leading to building credibility, expanding relationships, gaining client commitment

What if…?

Curiosity is the genesis of every sale… and credibility cannot be claimed – it has to be earned!

Curiosity

Expand relationships

Needs development

Credibility

Qualify

Present solutions

Commitment

Question Based Selling Sales Forum

Skill Development Cycle – 10 weeks

Day 1 + 2Understand the Concepts and Develop Tools• 1 hour/week• Online self paced training • Support Tools development• Relevant content for each

individual• Reviews available whenever

needed

Day 3 + 4Develop the Proficiency• Execute on real customers• Test the concepts and see

the difference• Look for areas that

need help• Coaching Analytics –

ongoing monitoring

Day 5Collaboration, Coaching, Commitment• Bring back experiences –

positive and gaps• Share what worked with

the team – The Successes• Results based Individual

Coaching• Set objectives for the

following week• Secure commitment

Development and reinforcement throughout each week

Intro (Optional)Program and Corporate Positioning

The Learning Program

STEP 1Prospect

STEP 2Qualify

STEP 3Identify

need

STEP 4Propose

STEP 5Justify

STEP 6Close

STEP 7Deliver

STEP 8Support

Aggregate impact with PowerLearn

Current Sales successThe

Algario difference

CUSTOMERS ›

Layered skills that are applicable throughout the sales and service process

M1 - What is Question Based Selling

M8 - Turning ‘Cold Calls’ into ‘Luke Warm’ Calls

M7 - Double Your Benefits to Double your Value Proposition

M6 - Differentiating your Value Proposition

M5 - Escalate Your Needs Development Conversations

M4 - Building Credibility and Relationships

M3 - Leveraging Curiosity in the Sales Process

M2 - Strategy to encourage Customers to “Want to Engage”

M10 - Closing More Sales Faster

M9 - Leading a Question-Based Sales Presentation

9Algario PowerLearn™ Implementation

Engage Managers

Managers are coached on the processes for a

successful implementation

Engage Participants

Through conference calls, participants are

versed on the program, its

rationale/benefits and expectations

are set

Learn New Skills

Participants prepare for a series of weekly conference calls with

each Module of Question Based

Selling

Our 9-stage process ›

Personalize New Skills

The Adaptive Model Strategy enables customization by each individual to specific market

and product circumstances

Apply Tactics Immediately

Participants apply new methodology

to their real-life daily work experience

Coaching Analytics

Algario Coaches monitor/assess each individual’s progress

weekly and apply this information in collaboration

sessions to improve program

effectiveness

Collaborate and Share

Facilitated group discussions lead to

expansion of concepts, sharing success stories,

motivation, inspiration and

culturalizes the sales methodology

Skill Development Cycle

Skills are learned in a building block

atmosphere over the first 9-10 weeks

Skill Entrenchment Cycle

4-5 concepts become the focus for the next

4 months to continually build

skills. Algario Coaches monitor

progress and work with managers to guide the process

and facilitate group discussions

A methodology that layers the skills across the entire Sales organization

A multi-layered Coaching model

• Coaches lead the sessions and provide analytical data that:

• Provides the foundation for the teaching elements• Directs the discussion to areas that need

reinforcement• Leverages the team involvement

• Managers work side by side with the coaches and• Provide continuity and personalize the discussions

within the context of the team• Obtain insights into the skill sets of individuals which

can be reinforced in personal reviews• Obtain the skills necessary for ongoing coaching

• Team participants• Are expected and encouraged to engage in group

sessions by coaches and managers• Learn from each other and begin to recognize and

emulate best practices• Develop their own approach to being successful

A Professional

Coaches

B Management

Role

C Team

Collaboration

The Individual • Learns new skills• Learns from peers and coaches • Sees the results and gets

continual reinforcement

›

Providing the foundation for meaningful progress

Program Content at a GlanceAlgario PowerLearn Sales Development System Programs Comparison Professional

Coached ProgramService Program

Knowledge Program

Quick Start Program

Refresher Program

Program Elements

Applicable for all employees who face customers and have an opportunity to sell

Applicable for all employees who need to understand / support the sales teams

Applicable for those who need an appreciation of the concepts and appraoches (i.e. Marketing)

To get New Sales Employees established - quickly

Coaching Program for Employees who missed or need extra coaching

Program Management - Program Execution Scheduling and Setup √ √ √ √ √ - Employee and Manager Program Registration, Welcome and Instructions √ √ √ √ √ - 12-month Sales Skill Methodology OnLine Unlimited Access Student License √ √ √ √ √ - Introduction / Communication to Managers / Sales / Service Leaders √ √ √ √ √ - Introduction / Communications to Program Participants √ √ √ √ √ - Client Branding and Messaging Optional Optional Optional Optional Optional

Learning Elements - Client Introduction Module to Position Program, Approach and Expectations Optional Optional Optional Optional Optional - Skill Development Methodology (Modules 1 - 10) √ √ √ √ √ - 16 OnLine Personalized Support Activities/Tools √ √ √ √ √ - Skill Development Methodology (Modules 11 - 15) - 7 OnLine Personalized Support Activities/Tools - Skill Mastery Review Testing √ As Required As Required √ √ - Industry CE Accreditation - CAAMP/IIROC √ √ √ √ √

Coaching Elements - Skill Development Methodology √ As Required As Required √ √ - Skill Development Coaching - Group Coaching Calls for Modules 1 - 10 10 4 2 4

- Skill Development Coaching - Group Coaching Calls for Modules 11 - 15

- Skill Entrenchment Coaching - Group Coaching Calls Over 4 months 4 2 - Skill Entrenchment Reporting Periods 4 4 4

Reporting Elements - Employee Goal Reports √ √ √ √ √ - Employee Achievement Reports after Each Module √ √ √ √ √ - Scenario Based Activities Reports in Each Module √ √ √ √ √ - Summary Scenario Based Group Activity Combined Results at end of 10 Modules √ √ √ - Mid Week Employee Progress Reporting 10 4 2 4 4

“Our results after the learning showed an uplift in Sales activities, client call-back ratio went to 4 times the

national average and meetings booked topped 6

times the national average…. All contributed to an overall

increase in confidence across the entire staff.”

Sonny BasiDirector, Lending Specialists, CIBC

RESULTS AT EVERY STAGE ›