Not your average B2B sales training

Leverage social media and digital tools to build pipeline, shorten sales cycles, and maximize deal sizes

 

Now, more than ever, sales professionals must have strong digital selling skills in order to keep a healthy book of business, stand out from the competition, build trust in their industry and stay top-of-mind with potential customers.

 
 

ALIGNING TO BUYER EXPECTATIONS

Chances are your sales reps have never been professional buyers. We teach salespeople what buyers expect, how they use social media and digital tools to evaluate vendors, form buying committees and build business cases.

The Result? Salespeople leave with a comprehensive understanding of buyer behavior and expectations.

 

RELATING HUMAN TO HUMAN

People don’t buy from a company. They buy from people. Buyers are being inundated with an unprecedented volume of unsolicited cold outreach.

The Result? Salespeople how to conduct the right research on companies and people that when used effectively will differentiate them from the competition, stand out from the noise and solicit a response.

 

NEGOTIATING EFFECTIVELY WITH CONFIDENCE

75% of reps believe that procurement has more power, while 75% of procurement officers believe that reps have more power. Getting it right dramatically influencers your net income and market valuation, the success of the sales team, and how customers and prospects view you. Less than 5% of companies have a well articulated negotiation strategy.

The Result? Salespeople learn how to keep it human, exchange value, maintain trusted advisor status and secure mutual wins.

PROVIDING VALUE AND IMPACT

Today’s buyers expect salespeople to provide immediate value and impact. We teach salespeople how to leverage social media and digital tools to educate and motivate buyers while differentiating themselves from their competitors.

The Result? Salespeople learn how to build and nurture their professional networks and secure followers who will walk them in the door to decision makers at target companies.

 

ENGAGING STAKEHOLDERS EFFECTIVELY

Buyers are way more open to being introduced to salespeople through people they trust. We teach salespeople how to build networks that they can leverage for warm introductions to the people that matter the most.

The Result? Salespeople learn how to engage with social posts (likes, comments, shares) and take the conversation offline to start sales conversations. Some buyers are not active or engaged on social media. In these instances, salespeople learn how to send direct messages that get responses.

 

PROTECTING & EXPANDING CUSTOMER RELATIONSHIPS

80% of companies believe they deliver ‘super experiences’, only 8% of customers agree. We teach salespeople how to expand into customer accounts strategically by going by going wide and deep.

The Result? Salespeople learn how to identify and execute net new opportunities while ensuring phenomenal customer experience.

FINDING THE RIGHT PEOPLE

Time is our most precious commodity but unfortunately many salespeople are wasting it having the wrong conversations with the wrong people. We teach teams how and who to find to ensure they're having the right conversations with the right people.

The Result? Salespeople learn how to leverage social media and digital tools to find economic buyers, champions and coaches at target accounts.

 

BUILDING CONSENSUS TO FORECAST ACCURATELY

Deals slip when buying committees are not been engaged effectively. We teach sales people how to go wide-and-deep into target accounts to have the right conversations with the right people.

The Result? Salespeople learn how to forecast deals accurately based on customer information from the economic buyer, champions and coaches.

 

SECURING REFERRALS & ADVOCACY

It’s no secret that referrals are among the top ways companies can get leads and new business. We teach salespeople how to leverage the power of LinkedIn to identify opportunities for referrals from happy customers.

The Result? Salespeople learn how to build genuine relationships with customers and partners who will influence decisions with people at target accounts.


 
Our team secured more than 100 meaningful interactions with potential economic buyers and champions in under 2 hours.
— Ben Kennedy, Regional Vice President, Informatica