Sales Training For Profitable Revenues With B2B Sales Consulting 2009

1 © B2B Sales Consulting Limited 2009 All rights reserved.

B2B Sales Consulting “…. helping you win clients and

grow profitable revenues”

Sales Training for Profitable Growth


B2B SALESCONSULTING

Our clients tells us we deliver results because we are practical, experienced and flexible

SHREEVEPORTmanagement consultancy


B2B SALESCONSULTING

Our clients tell us that we how to help them sell to the boardroom because ….

We are uniquely focused on high value ‘Business to Business’ professional services sales

We align all aspects of Market Readiness and Sales Effectiveness in an integrated manner (sales model, processes and management)

We understand the human side of the sale using our InterPersonal Selling© and Decision Making Models

We go beyond the ‘what to do’ by working with our clients on the ‘how to do it’ for Profitable Growth


B2B SALESCONSULTING

We have a flexible and integrated approach to growing our Clients’ profitable revenues

Sales Management

Sales Coaching and Skills Transfer

Lead Generation& Demand Creation

Market Readiness

Resource Mgmtand Recruitment


B2B SALESCONSULTING

We help our clients sell complex, high value, ‘Business to Business’ propositions

OUR VALUE PROPOSITION – We help our clients win and grow profitable revenues by creating demand, improving

their market readiness, sales effectiveness and building their people’s selling confidence

OUR PEOPLE

– We are experienced IT and Consulting Professionals with proven Sales and Management

track records from Gemini, BAH, KPMG, Deloitte, CGE&Y, MicroStrategy, Oracle and

Baan

OUR APPROACH

– We work with clients to design, implement and deliver customised assignments, from a

proven toolkit, to deliver agreed results


B2B SALESCONSULTING

Our Revenue Roadmap© connects the 5 revenue levers for profitable growth

EMERGINGCLIENTS’

NEEDS

NewServices

and Markets

Demand Creation

NewBusiness

Development

NEW

AccountManagement

Account Planning

AccountDevelopment

EXISTING

ShortValue

Proposition Value Chain

Capabilities&

ServiceOffers

OFFER

ExecutiveProfiling

Market Targeting

Market Positioning

POSITION

Market Messages

Lead Generation

Pipelineand Bid

Management

DIRECTION

GROWINGPROFITABLE

REVENUES


B2B SALESCONSULTING

Our B2B Sales Roadmap © guides you & your team through complex Sales Cycle

Motives

Decision CRITERIA

Relationship

OPEN DEVELOP CLOSEBUYINGDRIVERS

PHASESCLOSE

TRIAL APPROACHESOBSTACLESBENEFITSISSUES CLOSE

TEAM BUSINESS CASE COMPELLING EVENT

RATIONAL POLITICAL EMOTIONAL


B2B SALESCONSULTING

Our Value Chain creates different ways to grow our Clients’ Profitable Revenues

Transfer Skills

Coach Opportunities

Design SalesEffectiveness

Transform Results

ClientsBenefitsin £££

Implement Change

Sharpen Market Readiness


B2B SALESCONSULTING

We help our clients to grow profitable revenues by harmonising the 4 revenue engines using….

Business Development• Market Messages• Microbranding © (5 buying

steps)• Interpersonal Selling ©• Demand Creation• Decision Management• Account Management

Sales Management• Targeting• Pipeline• Qualification• Pricing• Forecasting• Resource Allocation• Recruitment

Performance Management• Competencies• Goals• Appraisals• Reward• Personal Development Plans• Career Management• Client Satisfaction

Market Readiness• Value Proposition(s)• Lead Generation• Market Position• Sales Collateral• Market Messages


B2B SALESCONSULTING

…by using B2B Sales Consulting proven sales tool kit for sales people

microBranding

Qualification

The 5 Selling Steps

Closing

Team SellingTeam Buying

Partnering

InterPersonalSelling

Behavioural Communications

Sales Strategies

BidManagement

AccountDevelopment

LeadGeneration

Handling the1st Meeting

DecisionManagement

Competition

BenefitsDevelopment

PhasedSelling

Negotiating

Targeting

Buying Climate

Styles &Competencies

Campaign Management

SALES MANAGEMENTCAPABILITY

BEHAVIOURALCAPABILITY

INDIVIDUALCAPABILITY

TEAMCAPABILITY

Market Messages

CommunicationsWritten, Verbal & Visual

Win Planning

Sales Processes

New Service Development

Account Management

Win / LossDebriefs

MarketComms

PerformanceAppraisals

PipelineManagement

MarketPositioning

Pricing

Value Creation


B2B SALESCONSULTING

Our workshop delegates tell us they get practical tools they can use immediately

“A very positive experience. Good exercises and I learned

some good tips” Charles Heyhoe, NEC

“The ability of the presenters to be flexible and to modify the course content overnight (at the attendees’

request), was much appreciated”Jim Blakelock, Mantix

“ Really got my mind working – sound & gritty models that reflect real business and real life” Kevin

Johns, Catalise

“The most directly relevant course that I have attended in my consulting career”

Kevin Stockbridge, m.a.Partners

“An exciting opportunity to gain an insight into the buyer’s mind and the psychology of

the buying process” Jamie Maxwell-Grant, HB Solutions

“Very good for proposal building

and entry strategy” Sunil Shah, EDS

We always measure delegate satisfaction

We always measure delegate satisfaction

We follow Kirkpatrick's

Four Levels of Training Effectiveness

Level 1: Measure Reaction

Level 2: Measure Learning Retention

Level 3: Measure Behavioral Changes

Level 4: Measure Results

We follow Kirkpatrick's

Four Levels of Training Effectiveness

Level 1: Measure Reaction

Level 2: Measure Learning Retention

Level 3: Measure Behavioral Changes

Level 4: Measure Results

“Good clear delivery and entertaining

illustrations”Mark Rands, PA

Consulting

“Very well presented. I appreciate the examples &

real-life scenarios”Ani Tertzakian – Equinox


B2B SALESCONSULTING

Some examples of B2B Sales Consulting’s proprietary business development techniques

B2B Sales Consulting99 © B2B Sales Consulting Limited 2003 All rights reserved.

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Clients need 5 Buying Steps and they create a genuine partnership dialogue

Pre

Project

1st stepCLIENT ISSUES

2nd StepCLIENT BENEFITS

3rd stepCLIENT OBSTACLES (internal)

4th stepTRIAL APPROACHES

5th stepCLOSE


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InterPersonal excels at accessing the 2 most important channels

Emotionally– understanding the

personal context

Politically – understanding how the

client organisation takes decisions

Rationally – can not win here

– but can be eliminated

Political

Rational

Time

Emotional

B2B Sales Consulting170 ©B2B Sales Consulting Limited 2003 All rights reserved.

<

Client Decision Making Process has 4 parts

ROI & PricingROI & Pricing

Situational& Political

Situational& Political

Issues/BenefitsIssues/Benefits

Events, ReportingEvents, Reporting

CriteriaCriteria

MakersMakers

FundingFunding

TimingTiming

DecisioningDecisioning


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Both sides have their own 4 Negotiating Elements

Client’s

1. Must Win

2. Like to Win

3. Tradables

4. Non-Tradables

Seller’s Position

1. Must Win

2. Like to Win

3. Tradables

4. Non-Tradables

1st: Identify your client’s1st: Identify your client’s 2nd: Identify your own2nd: Identify your own


B2B SALESCONSULTING

Some of the ways we can help you to transform profitable professional services revenues

Market Readiness– Build focused value messages for your most attractive markets

Lead Generation– Outsource it to us and we will produce qualified leads

Sales Effectiveness Workshops– Select and customise specific modules for your people

Demand Creation– Specific tools and techniques to create innovative new business

Account Management Clinincs– Maximise your ‘safe’ revenue before your competitors do

Opportunity Coaching– Fastest results, real ROI, fees can be success based

Business Development Recruitment– Culture fit more important than a glossy CV


Contact Us

www.b2bsalesconsulting.co.uk(rebuilding)

[email protected] Pavitt +44 777 552 5587

Date post:	20-Oct-2014
Category:	Business
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