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Organizational sales excellence cannot be delivered unless each customer interaction is optimized. You can automate some interactions over the Web but your customers’ perception of you will mainly depend on how well and consistently your people – and your partners’ people – behave.
Training
Over the years, we have developed – and sourced – training programs in all the areas shown below, covering structural effectiveness, marketing & sales process deployment, planning methodologies, team collaboration, marketing & sales skills and behaviours, and management development. Our training programs are delivered in English, French, German, Italian and Spanish. - Processes
- Marketing-lead generation
- Direct sales
- Reseller sales
- Sales to service handover
- Planning methodologies
- Growth markets analysis
- Sales coverage modelling
- Territory planning
- Opportunity management
- Key account development
- Channel management
- Sales skills
- Fundamental selling skills
- Prospecting
- Business discovery
- Articulating business value
- Communicating with impact
- Selling business improvement
- Building executive trust
- Business case selling
- Emotional selling
- Demonstration techniques
- Personal development
- Marketing skills
- Value messaging
- Communicating with impact
- Management skills
- Pipeline & forecast management
- Leading indicators of effective execution
- Fundamental sales management skills
- Leadership development
- Personal development
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Client Testimonial |
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"SalesLab's training has strengthened my conviction that selling solutions requires a special approach. From initial contact right through to the end of the contract, nothing must be left to chance. You've got to know precisely how to analyse and anticipate your prospects' reactions. The sales approach must always take into account financial analysis and the company's psychology and strategy.
I particularly liked the method suggested and the strength of the message conveyed to the sales teams in order to get them to go about things differently."
Patrick Piveteau, Sales France |
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Coaching & certification
We all know from experience that training alone will not radically change how your people think and act overnight. We never conduct training sessions alone – unless you insist on it. We customize workshop content to fit your specific context. Then we complement the workshops with hands-on coaching activities, to facilitate internalization of learning, and coach on-the-job application. If the training initiative is aimed at raising the capability of an entire population, it will be necessary to define the expected change in behaviour beforehand, communicate it, then measure the achievement against the benchmark. We run certification programs for this. The aim is not training, it is business improvement. Technology
To minimize the cost of such an initiative, we conduct consultant-led workshops when it is necessary and leverage web-based collaboration and behavioural eLearning technology when it is not. |
