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SALES Training

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Joe Morone

Sales Training

The four sales training seminars from Worldleaders Smart Sales Institute enables your sales team to differentiate sales opportunities more efficiently, develop more pipeline, close more sales, and expand key accounts.

The information below offers a description of our sales courses, who should attend, materials provided, class format, class times & duration, cost, and scheduled class updates based on industry-driven changes.

Sales Courses Begin with Skills Assessment

Before joining our sales training seminars, each participant takes our online Sales Assessment to evaluate their approach to lead generation, consultative selling, business case development, presenting, and closing. Their assessed sales strengths and identified liabilities are compared to the top 6% of sales executives within the B2B technology industry, which becomes the baseline for recommending the right class or combination of sales courses.

CLASS ONE Advanced B2B Consultative Selling

Description: Advanced B2B Consultative Selling is the most effective skills development class available for quickly improving B2B technology sales results. This class teaches or reteaches sales teams to better differentiate your offerings, gain access to the right level decision makers (business, users, and financial), develop a compelling business case, close sales effectively and avoid put-offs. This is an essential class to learn about consultative selling, updating sales skills, and best sales practices within the B2B technology sales industry.

Who Should Attend: All client-facing sales team members including CEOs, sales leaders, marketing, inside sales, sales engineers, customer service, and account managers.

Materials Provided: Assessment findings report, training workbook, tools & templates, and a reference copy of our Amazon five-star rated book – The Smart Sales Method for B2B for B2B Technology Sales Teams.

Class Format: Group discussion, learn by doing and teaching back.

Class Times/Duration: Advanced B2B Consultative Selling is usually given on the first Thursday of each month, but check the class schedule to confirm. The class begins at 8:15 am and concludes with graduation and certification by 5 pm. Breaks are provided for 10 minutes on every hour. We provide breakfast and lunch. Please notify us at registration if you have special dietary needs.

Cost: Sales Assessment $395 per person. Class cost $995 per person. Discounts will be applied for groups of 5 or more. *Graduates of this class are welcomed to repeat this class for up to 6 times/months at no additional charge.

Note: Sales Assessments are only required to be taken one time and can be used for any/all classes within one year.

Enrollment Procedureb2b consultative selling, sales training courses

CLASS TWO Account Penetration for Cross Selling and Upselling within Key Accounts

Description: Account Penetration provides proven methods for selling more services and products within existing accounts. In this sales course, you will learn how to maximize sales opportunities. We teach five strategies for enabling selling teams to “upsell” to higher level decision makers, cross-sell to adjacent business units and to “down-sell” to procurement organizations as needed to get positioned for new sales opportunities within your key accounts.

Who Should Attend: All sales team members responsible for account management or customer services including CEOs, sales leaders, inside sales, customer services, account managers, and anyone interested to learn how to maximize sales opportunities.

Materials Provided: Assessment findings report, training workbook, tools & templates, and a reference copy of our Amazon five-star rated book – The Smart Sales Method for B2B for B2B Technology Sales Teams.

Class Format: Group discussion, learn by doing and teaching back.

Class Times/Duration: Account Penetration is scheduled for the second Thursday of every month, but check the class schedule to confirm. The class begins at 8:15 am and concludes with certification by 4:30 pm. Breaks are provided for 10 minutes on every hour. Breakfast and lunch are provided. Please notify us at registration if you have special dietary needs.

Cost: Sales Assessment $395 per person (waived if the assessment is taken prior). Class cost $995 per person. Discounts will be applied for groups of 5 or more. *Graduates of this class are welcomed to repeat this class for up to 6 times/months at no additional charge.

Note: Sales Assessments are only required to be taken one time and can be used for any/all classes within one year.

Enrollment Procedureaccount penetration, sales training courses

CLASS THREE Prospecting: Lead Generation

Description: In our Prospecting: Lead Generation sales course, you will learn everything you have to do to implement a Smart Prospecting Lead Generation Model. This includes identifying the right decision makers and aligning the right message, as well as surveying for interest or need through various channels (face-to-face meetings, E-mails, calendar invitations, direct mail, texting, social media and phone calls). Attendees will create actionable daily prospecting plans to effectively convert leads to next-step meetings or appointments. This is a progressive program and should be attended by prospectors interested in implementing a world-class prospecting system.

Who Should Attend: All team members responsible for developing new opportunities including CEOs, sales leaders, and inside sales.

Materials Provided: Assessment findings report, training workbook, tools & templates and a reference copy of our Amazon five-star rated book The Smart Sales Method for B2B for B2B Technology Sales Teams.

Class Format: Group discussion, learn by doing and teaching back.

Class Times/Duration: Prospecting: Lead Generation is scheduled quarterly. The class begins at 8:15 am and concludes with graduation and certification by 5 pm. Breaks are provided for 10 minutes on every hour. Breakfast and lunch are provided.

Cost: Sales Assessment $395 per person (waived if the assessment is taken prior). Class cost $995 per person. Discounts will be applied for groups of 5 or more. *Graduates of this class are welcomed to repeat this class for up to 6 times/months at no additional charge.

Note: Sales Assessments are only required to be taken one time and can be used for any/all classes within one year.

Enrollment Procedurelead generation, sales training courses

CLASS FOUR Presenting & Closing for Increasing Win Probability While Reducing Sales Cycle Time

Description: Presenting and Closing teaches sales teams how to close more sales We teach your sales team how to turn away from “quote and hope” and instead, “propose and close.” This sales presentation course shows salespeople how to develop business-driven proposals that demonstrate how your offerings are the right fit to your clients’ business needs. It also teaches how to facilitate a bidirectional sales presentation with all decision makers, and ultimately how to use a closing approach that works with the client instead of on the client. Nothing happens until something is sold, and nothing is sold unless the sales team knows how to ask for and close more sale.

Who Should Attend: All sales team members participating in presentation and closing activities including CEOs, sales leaders, inside sales, sales engineers, and account managers.

Materials Provided: Assessment findings report, training workbook, tools & templates and a reference copy of our Amazon five-star rated book – The Smart Sales Method for B2B for B2B Technology Sales Teams.

Class Format: Group discussion, learn by doing and teaching back.

Class Times/Duration: Presenting & Closing is usally given on the fourth Thursday of each month, but check the class schedule to confirm. The class begins at 8:15 am and concludes with graduation and certification by 4:30 pm. Breaks are provided for 10 minutes on every hour. Breakfast and lunch are provided. Please notify us at registration if you have special dietary needs.

Cost: Sales Assessment $395 per person (waived if the assessment is taken prior). Class cost $995 per person. Discounts will be applied for groups of 5 or more. *Graduates of this class are welcomed to repeat this class for up to 6 times/months at no additional charge.

Note: Sales Assessments are only required to be taken one time and can be used for any/all classes within one year.

Enrollment Procedureclosing sales training seminars

CLASS FIVE Selling to Procurement

Description: Procurement organizations are becoming stronger and more influential than ever before. You can no longer bypass, avoid, or bribe them. Our class, Selling to Procurement, is focused on teaching the sales rep how to sell effectively to professional procurement organizations in addition to decision-makers and CEOs.

In working with Dr. Robert Handfield, one of the top researchers of supply chain management, we’ve come to understand that there’s a significant gap between sales teams and procurement teams. Both sides have trust issues and believe myths about each other. It’s time to close the gap and work effectively so that you can sell more to the business user and procurement stakeholders within your target organization.

Given what we learn from Dr. Handfield and our 30 years of research and experience that we’ve seen, we don’t believe that a study has ever been done or a class ever written on the facts around how to sell effectively to modern procurement environment. Until Now.

Class Times/Duration: Selling to Procurement is offered quarterly. Check the class schedule to see the next available date.

Cost: Class cost $995 per person. Discounts will be applied for groups of 5 or more. *Graduates of this class are welcomed to repeat this class for up to 6 times/months at no additional charge.

Enrollment Procedure
I plan to implement what I learned here today. Definitely.
I really enjoyed it. I think it’s one of the best conferences I’ve been to… I would definitely recommend people to come…
It was great. Joe does a really nice job presenting very topical information in terms of what we need to be thinking about in order to grow our businesses.
Everyone needs to be in sales… It would be amazing to bring your whole team.
The Smart Sales Method? I’ve tried it, I’ve used it, I’ve liked it, I’ve been successful with it. It’s smart. It works.

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