Sales Performance International

Solution Selling® Sales Execution is a client-focused sales process in which the selling activities involve direct contact with prospective buyers. It helps salespeople identify a prospective buyer's business problem within an opportunity and lead the buyer to self-conclusion of how they can solve the problem utilizing the salesperson's capabilities and the value of doing so - thus leading to a "solution". The Solution Selling® Sales Execution workshop uses a collection of methods that includes tools, job aids, techniques, and procedures that help sales professionals align selling activities to the steps of various participants in the buyer organization’s process.

Sales Management and Coaching shows sales leaders how to accurately analyze sales opportunities and pipelines, and to coach salespeople to higher levels of performance. The management approach leverages terminology and concepts from Solution Selling Sales Execution. This offering focuses on actions that help management drive revenue attainment and day-to-day execution of the sales process by the sales team. The program contains a mixture of modern analytical techniques and management best practices for analyzing pipelines, opportunities and coaching needs.

Targeted Territory Selling is a methodology and program that focuses on the segmentation of accounts and opportunities in a defined territory in order to prioritize which ones in which to invest sales resources. Targeted Territory Selling segments the accounts within a territory into categories as a function of the accounts’ value and develops a plan of attack on the high priority accounts to get a sell cycle started. This one-day workshop leads participants through the process of creating an executable territory plan for their specific territory, and as a byproduct teaches them the methodology to create and update future plans.

Major Account Selling is methodology designed to gain the highest levels of revenue attainment and client satisfaction for teams selling to large, strategic accounts. Students will analyze their key account through the eyes of client management with a focus on key industry trends and business drivers. They will also examine the business-to-business relationships which exist between the client and the team and focus on areas for improvement. Revenue generation is addressed using an "Opportunity Mining" approach. Proper resources are identified and allocated. A Client Executive Review is developed for the team to use in validating their opportunity portfolio and in reviewing value delivered to the client organization. The team exits the workshop with a thoroughly reviewed, tested and documented Account Plan and a Client Review presentation suitable for use with key client executives.

Solution Prospecting is a methodology where participants will learn and practice concepts, principles and methods for effective prospecting. The course is designed to apply lessons to a target account/opportunity so that the participant leaves with a business development plan (opportunity-focused) aimed at stimulating interest with a key prospect. The course approach concludes with seller dialogue and actions intended to initially qualify the opportunity being prospected into. Solution Prospecting is not a territory or account planning workshop but it does provide a starting point to begin initiating activity in a portfolio of potential opportunities. Solution Prospecting is complimentary to the "Pre-call Planning and Research" and "Stimulating Interest" modules found in Solution Selling® - Sales Execution, but it delves deeper into advanced concepts, methods and messaging tools for targeting, contacting and qualifying ideal prospects.

Strategic Opportunity Selling is a sales strategy and plan which applies intense focus on winning key strategic sales opportunities within an account. Students will delve deeply into a live sales project, determine if the opportunity represents a good place to invest time and resource and, if so, how to win. Through the rigor of opportunity assessment to determine if the opportunity meets standards, to the critical examination of key players in the account, on towards competitive landscape and the charting of the Win Plan, students will examine crucial factors that drive a winning strategy. The strategy and key tactics are documented for team communications and commitments. Any critical resources needed to win are identified early so they may be reserved. Participants will leave with a thoroughly reviewed operational Win Plan which will greatly improve the chances of of effectively and efficiently progressing the opportunity through the sales cycle to win!

Executive-Level Selling is a methodology that gives salespeople a proven way to engage in strategic dialogue with high- and mid-level executives with the intent of eventually leading to revenue opportunities. The critical executive engagement is intended to happen in the planning stages of the customer, during their strategic focus before a buying cycle is started – before the vision is established. Executive-Level Selling focuses on planning for strategic dialogue to uncover what is driving the company's strategy. The result of these dialogues is to put a plan in place with the executive to kick off buying cycle(s) to explore solutions that relate to enabling the strategy and to sponsor initiatives. Also included are ways to establish a long-term relationship of value with the executive and move towards the "trusted advisor" relationship. Students will perform multiple exercises to apply the concepts to a real situation that participants bring with them to the workshop.

Collaborative Sales Negotiations extends Sales Performance International’s Solution Selling curriculum by addressing key principles of sales negotiation and positioning value with the buyer. In this concentrated, one-day workshop, sales professionals learn to successfully execute negotiations and reach positive outcomes for both parties, while maintaining margins. Designed for both individuals and enterprise account teams, CSN helps salespeople set proper expectations with buyers to avoid heavy discounting and maintain margins.

SolutionSpeak™ is a unique presentation methodology designed specifically for salespeople who focus on selling high-value solutions. The course teaches sellers key elements of delivering high impact presentations along various key points in the sales cycle. It also aligns with key principles of Solution Selling® so that presenters effectively connect with the critical issues of buyers and message appropriately. Other presentation programs may prepare participants to speak in front of crowds, or help them gain confidence in being in the spotlight. Only SolutionSpeak prepares students to deliver solution-driven sales presentations that win deals.

Solution Messaging is a methodology that helps Marketing departments tackle the issue of aligning many customer problems, causes, impacts, negative consequences, and requirements to the deliverables of the product marketing department. Managing a wide variety and quantity of solution components, positive consequences, customer segments and buying sponsor types also adds to the complexity. When the increasing rate of new offerings and markets is thrown in to the mix, teams must adapt and move quickly.The Solution Messaging program gives you the knowledge and skills to manage a repeatable process to simplify condensing problems into meaningful set of high-level Critical Business Issues and building a Solution Messaging Card for each Critical Business Issue.