Value Enhancing Negotiations
Complex negotiations are often a complex business situation. Once the essential negotiation skills are learnt, attention needs to be paid in enabling the salespeople to create incremental business value via their negotiations. At the same time, salespeople also need to develop assertiveness, confidence and control in business negotiation situations to create a “win-win”. Hence, to execute the strategies and techniques for complex negotiations at senior levels a different proficiency of sales capability is needed.
GrowthSqapes solution of Value Enhancing Negotiations is powered by 20 years of industry-validated experience and helps in the sales capability development of the senior salespeople to transition from being just a capable dealmaker to a master value builder for both the organisation and the customer.
Objectives
- Improve strategic thinking and planning before the negotiation starts.
- Creates organisation specific sophisticated skills and a unique negotiation approach.
- Drive the success of salespeople as effective negotiators and value creators.
- Enhances the value proposition and customer experience through the value creation route in negotiations.
Who Should Attend?
This sales training program is for sales professionals including business development managers, account managers who have some negotiating experience but want to take their negotiation skills to a higher level.
Key Learning for Participants
- Understand, orchestrate and navigate a complex negotiation process.
- Understand and create the constituents of customer value.
- Learn to strategically plan for negotiation and sequence the related steps.
- Learn to build and manage coalitions across the negotiating process.
Business Impact for Organization
- Increased role effectiveness of the sales team members
- Increased sales, better price realization and profitability
- Improved predictability of sales outcomes via an enhanced value proposition
- The increased propensity of buyers to do business with your organization.
Design Elements
Organisational diagnostics
Individual potential assessment
Sales Training workshops
Webinar
Coaching sessions
Certification
Delivery Elements
Facilitation /presentation
Activity/simulations
Role play/real play
Case study Discussion
Audio Visuals
Strategic Account Management
These days, for most product and services, the market is a buyer’s market. Competitive threats have resulted in increased availability of options, decreased customer loyalty and higher expectations, resultantly making forecasted business from even your best customers anything but a certainty. It is under these circumstances that your strategic or key customers need to be managed differently as they deserve and require consistent and strategic value creation to remain in your books. Their management requires an enhanced level of sales capability development.
GrowthSqapes’ Strategic Account Management (SAM) solution empowers the account managers to build the strategic accounts with an intentional objective and strategy to continuously deliver solutions that help their customers get incremental value and prosper.
Objectives
- Create an organisation specific, unique and standard SAM approach and capability.
- Improve the SAM practices, skills and methods of the account managers.
- Improve achievement of sales budgets via account penetration.
- Enhance the value proposition and customer experience via SAM practices.
Who Should Attend?
Sales professionals doing the roles of Strategic/ Key Account Managers, Program Managers and Channel Managers.
Key Learning for Participants
- Identify the appropriate information needed to identify and maximize strategic customer relationships.
- Understand the methodology, constituents and process involved in designing and executing a strategic account management plan.
- Using both traditional and innovative techniques to develop relationships with key customer stakeholders.
- Use the SAM strategies and tactics to create a differentiated value proposition.
Business Impact for Organization
- Increased role effectiveness of the strategic account managers.
- Improved margins and enhanced levels of customer experience.
- Better sales velocity and the average size of sales deals.
- Better customer loyalty via improved business relationships.
Design Elements
Organisational diagnostics
Individual skill assessment
Sales Training workshops
Webinar
Coaching sessions
Certification
Delivery Elements
Facilitation /presentation
Activity/simulations
Role play/real play
Case study Discussion
Audio Visuals
Consultative Selling
The term Consultative Selling is a commonly used one in the B2B sales world. Since consultative selling is a discovery-based approach, it places the sales professional in the privileged role of a partner or advisor to the customer against the stereotypical insistent sale representative who merely looks at pushing a deal to closure at any cost. A Consultative Selling approach is adopted to resolve a pain the customer faces and it is the resolution of the pain that constitutes a “solution”. Also, products are just one of the elements that lead to a solution.
GrowthSqapes’ Consultative Selling Solution develops sales capability to enable the salesperson to diagnose and understand the existential issues, problems and challenges faced by the customer and then recommend a bespoke solution as a consultant/partner.
Objectives
- Create an organisation specific, unique and consultative selling approach.
- Build a consultant mindset and improve the adherence to the process of selling consultatively.
- Improve consultative selling practices, skills and methods of sales team members.
- Leverage the skills to enhance the value proposition and customer experience.
Who Should Attend?
Sales professionals including business development managers, program managers, channel managers, sales leaders and key account managers involved in B2B sales who need to act as a consultant to their client’s business to improve closing ratios.
Key Learning for Participants
- Understand the role of a consultative sales professional.
- Apply the Consultative Selling frameworks and practices to engage buyers in a customer-centric manner.
- Learn critical skills that enable them to communicate and create solutions in a compelling way.
- Learn to nurture customer relationships to increase sales results.
Business Impact for Organization
- Creation of competitive advantage via a consultative sales culture.
- Shortened sales cycle is driven via improved customer confidence.
- Increased sales revenue via higher close ratios with both new and existing customers.
- Better positioning as a customer-centric organisation.
Design Elements
Organisational diagnostics
Individual skill assessment
Sales Training workshops
Webinar
Coaching sessions
Certification
Delivery Elements
Facilitation/presentation
Activity/simulations
Role play/real play
Tolls/ Case study Discussion
Audio Visuals
Technology blended learning
Strategic Sales Management
The onus of creating and executing a sales strategy lies in the top sales leadership team. If the strategy of the sales organisation is aligned to the larger organisation, it breeds a type of effectiveness that would make the competition envious. However, the execution of the strategy becomes the crucial differentiator causing you to lead or lag in your marketplace or win or lose in your profits/profitability. The management of the components of execution is done via several structures, methods and management systems which needs a different level of sales capability.
GrowthSqapes’ solution on Strategic Sales Management challenges some established norms and encourages the sales leaders to try new approaches to attain high performance from the sales team members and build a strong sales performance culture in the organisation.
Objectives
- Build and drive a specific and unique sales performance culture in the sales organisation.
- Align and integrate the sales plans into the corporate strategy of the organisation.
- Create a competitive advantage via the deployment of effective sales strategy and management.
- Increase the efficiency and performance of the sales leadership team via structures, methods and management systems.
Who Should Attend?
Senior sales professionals including business development managers, program managers, key account managers, channel managers, sales and commercial directors in B2B and B2C sales.
Key Learning for Participants
- Learn to do intelligence analysis in the sales planning and management process.
- Learn to integrate the sales planning process into the corporate strategy of the company.
- Understand and apply models and frameworks to support sales planning and execution.
- Explore techniques for communicating more effectively, training and coaching as a sales leader.
Business Impact for Organization
- Improved competitiveness, increased profitability and reduced costs.
- Creation and management of a sales strategy that acts as a differentiator in the market.
- Creation of a motivated and accountable sales organization.
- Better business impact via improved outcomes of strategic sales management practices.
Design Elements
Organisational Diagnostics
Individual Skill Assessment
Sales Training Workshops
Webinar
Coaching Sessions
Certification
Delivery Elements
Facilitation/presentation
Activity/Simulations
Role play/Real play
Tools/ Case study Discussion
Audio Visuals