~~~Over 4,500 students enrolled in our courses.~~~ (Updated as of May 2017)
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~~~The B2B sales methodology we teach to Fortune 500, high-growth companies.~~~
~~~Sell on Value rather than Price and start closing Big Deals.~~~
Are you a Sales professional, tired of competing over price? Are you a B2B startup founder who wants to win major contracts with big companies? Would you like to boost your B2B sales closing big deals?
Over the last years there has been a rapid shift from selling features to value. Features explain what your product or service is. Value explains why it matters. This change in large part has been driven by the customers. They wishes to engage sales people much differently today than they did in the past.
Following a value-based selling approach is all about the sales rep removing his or her personal agenda and instead focusing on understanding the client’s issues and opportunities. When the sales reps focus on the client, they start to ask the questions that need to be asked in order to diagnose the customer's issues and come up with a solution.
Sales organizations who are using our sales methodology have reaped huge benefits including higher value sales (bigger deals), quota attainment, improved customer satisfaction and retention and better postioning in the customers and the market.
It doesn’t matter what your professional role is. If you work in Sales, Marketing and/or Business Development and would like to learn about the sales methods used by high-performance sales teams, then this course is for you.
We will show you how to boost big sales quickly using our complete methodology and set of tools and assets. We will explain the key concepts of Value-based selling, such as:
We will teach you how to target the right clients and people, prepare and conduct sales meetings based on effective account planning and develop successful winning strategies in order to close big deals.
Learn the fundamental principles of value-based selling.
Learn the B2B sales methodology we teach to Fortune 500 companies. If you work through these lessons and take action, we are confident you'll start to close big deals. Trust it. It has been designed for sales organizations who want to avoid short-sighted sales and want to start focusing on closing big deals with high end clients.
Click the "take this course" button straight away at the top right of this page to unlock the power of our methodology for your business.
Sales Organizations are facing a new Challenging Environment
What does “being more successful” mean? Stop losing deals and start doubling your sales by creating and winning big opportunities:
The course is composed of different classes. Each class will cover a stage of our methodology at a theoretical and practical level (B2B Sales Blueprint). The methodology will cover a sales process using a holistic and integrated vision. Therefore, it is very important that before moving on to the next class, you are sure you have understood and fully digested all the concepts taught in the previous class.
Thank you for learning with us and welcome aboard!
Account Planning is a critical part of the selling process to be able to:
The first step of effective Account Planning is to target the right clients. We don’t usually have enough capacity to pursue all potential clients. If we go after the “wrong” ones, our success rate (win rate/close ratio) will dramatically decrease.
Account Planning consists of 4 different activities as described below:
The first step of Account Planning is to gain client insight, which is crucial in today's competitive environment.
An important part of the Account Plan is to set growth objectives for the client: financial growth strategy. All the actions defined as part of this process, should be directed towards reaching these objectives.
After identifying the financial growth strategy, we need to understand the competitive landscape and our positioning with the client.
An analysis of the key decision makers and influencers (power mapping) is crucial for success.
The objective of the power mapping activity is to identify the key client individuals with whom we have—or should have—relationships, and understand the strength of those relationships and associated facts (e.g., their personal and professional agenda, their interests, preferences, social styles and influence patterns).
During the Win Strategy develpment, the different opportunities identified must be classified. If they are originated opportunities which require a process to transform an idea into a true business opportunity, such process should be undertaken in accordance with the techniques described in the “Origination” module.
You can begin to identify business opportunities once you have identified the client’s needs with the products or services from your portfolio that could meet the client’s business imperatives (gaining client insight), and have clear growth objectives for the account (financial growth strategy).
The main goal of the Account Plan process is to define an overall Action Plan which will allow the growth objectives of the account to be reached.
Hold team members accountable for what they “signed up for” in the Account Plan.
Account Planning practical exercise.
Account Planning Quiz
Building Relationships Quiz
According to several authors, the Strategy is a process chosen through which reaching a certain state in the future is foreseen. Bearing in mind this definition, we can understand the Win Strategy to be a structured definition of a process (action plan) to reach a future state (win an opportunity).
We will explain how to develop a Win Strategy as we work through this module.
The Win Strategy is initiated for the opportunities identified in the Account Plan.
The Win Strategy, or in other words, the implementation of a permanently up-dated action plan with the aim of winning an opportunity, ends when a contract corresponding to said opportunity is signed – never before.
Qualification of the opportunity is a very important and essential process. If our opportunity does not comply with the basic requirements (for example, uninteresting financials, inadequate competitive positioning, etc.), then the fear of saying “it’s a no-go” must be lost
Opportunity insights includes:
In this section of the Win Strategy, we will identify the components of our solution at a high level.
The main goal of the Win Strategy process is to define an overall Action Plan which will allow us to win the opportunity.
The Win Strategy process can be individually developed by the actual Client Lead or Key Account Manager. However, it is more convenient to develop the process as a group, counting upon the participation of everybody who can give value to the client. This will guarantee better knowledge of the client and improved effectiveness.
Win Strategy practical example.
Sometimes, it is necessary to develop the Win Strategy for opportunities for which we are the incumbent, especially regarding the sale of solutions within B2B deals.
In this case, the Win Strategy action plan must contemplate specific actions if we wish to maximize our probabilities of winning an opportunity and keeping the business.
Use it for inspiration, but make sure you create your own ones based on the B2B Sales Blueprint methodology
Win Strategy Quiz
A key part of the development of an opportunity is the preparation and presentation of our proposal to the client.
Orals” refers to a face-to-face presentation of the proposal by the company making the offer to the client, as part of the client’s selection process of the winner. Normally, the client decides who will win the final tender after the orals have been held.
We understand that “contracting” is the final part of the sales process of an opportunity. In other words, that part of the process where a contract is negotiated and signed between both parties (our company and the client).
This contract will regulate the relationship between the client and our company after the sale of the products and/or services offered.
Origination is a complex process, so it is important that you are confident with your abilities before starting to originate opportunities with clients. If not, it will be a waste of your time and your company’s money.
Once the origination opportunities have been identified in the Account Plan based on business ideas, it will be necessary to make a detailed analysis of the true viability of transforming these ideas into true business opportunities. It is recommended that a minimum of two ideas be identified from the Account Plan, especially for Tier 1 clients (see the Account Planning module).
To do so, the Origination process begins involving two different recurrent activities as described below:
A summary of Tips and Scripts
We are a group of business & tech advisors with plenty of experience in management positions within publicly traded companies, as well as responsible for the creation and management of start-ups.
Our mission is to create courses with an eminently practical approach, based on real experiences and directed towards all those interested in reaching unprecedented levels of success
These courses, can be taken either online or delivered face-to-face and they centre upon specific areas of business related to strategy, sales, performance management and digital transformation, among others.
Enroll in our courses today & let us help you to deliver impressive results!
Somos un grupo de asesores de negocio y tecnológicos con fuerte experiencia en posiciones de gestión dentro de compañías cotizadas, así como en la creación y gestión de start-ups.
Nuestro objetivo es crear cursos con un enfoque eminentemente práctico, basado en experiencias reales y dirigido a todos aquellos que están buscando alcanzar el éxito en el mundo del liderazgo y la gestión empresarial.
Estos cursos se pueden realizar en línea o de forma presencial, y están relacionados con diferentes áreas como: Estrategia, Ventas, Gestión del Rendimiento y Transformación Digital, entre otros.
Empieza hoy con alguno de nuestros cursos y permítemos ayudarte a entregar resultados impresionantes!