Example Program
Business Issue : Develop general capability of sales team operating in an increasingly competitive maturing market

Client: Major US Telecoms Manufacturer

KPI’s : Prospect Win ratio, Overall revenues, sales effectiveness metric (weighted cost of selling improvement)

Overall Program:

• A four year on-going relationship
• Program evolved annually
• Additional sessions at Sales Conferences
• Partnered with specialist training providers for industry specific awareness
• Additional consulting to help development of Solution Engagement Guides
• PABD Learning Development Program
• Full ‘Sales Academy’ Program Management

Key Components:

• 2 1/2-Day Solution Selling Workshop
• 2 1/2-Day Account Development Tools Workshop
• 3-Day Executive Level Selling Workshop (Financial Selling)
• 3-day Compelling Business Propositions Workshop
• 4-Day Advanced Sales Masterclass (by invitation)
• All Sales, Pre-Sales and Business Development