25+ Years of
Experience to help you Grow
After 25+ Years of Successfully Leading Technical Sales Teams, I attended and practiced over a dozen sales method classes. Some good and some bad, but I always took away a few key learning to apply and improve my sales game.
For the last 5 years, I have taken these key lessons and converted them into customizable methods based on your business GTM strategies, practices, approach, and your specific technology and messaging.
Consistency
Improvement
Performance
Improve Your
Sales Results
- Social Selling
- Prospecting
- Sales Methods
- Sales Engineers Sales Training
Social Selling
Workshops
- LinkedIn Branding
- Professional Profile Makeovers
- Advanced Searching
- Target, Follow and Drive Engagement
- Increase Connections, Conversations & Conversions
- Show the Value you offer with Content
- Generate 3x the leads of Email and Phone calling alone!
“Prospect Better and Sell More”
This is an 8-week x 1hr online and 1hr virtual coaching workshop.
Max 20 Students per class.
SDR/BDR Omni Channel Approach
1. Prospecting is a campaign, not a single attempt
2. Email is the core method of attempted contact
3. The phone isn’t dead, but is used differently
4. Connect via ‘issues’ important to your prospect
5. Use personalized video email as a differentiator
6. A social touch (LinkedIn) will increase overall conversion
7. Use what your prospect uses; LinkedIn, Twitter
8. Timing matters, think ‘triggering event’
9. Campaigns are delivered over time
10. Measure the campaigns effectiveness
Customer Centric Selling
Sales Methodology
Customer Centric Selling is customized with your products/ solutions and teaches every sales stage
We work with sales teams to implement a consistent, repeatable sales process that;
- Salespeople can be taught to execute
- Management can be taught to monitor, coach, and inspect
- Marketing can support sales-ready messaging for alignment
- Represents the organization’s best-selling practices
The Definition of
CustomerCentric Selling
CustomerCentric Selling® is asking questions in order to help buyers visualize how to use your offerings to:
…and then facilitating the customer buying process.
CCS – Selling Skills
- GOAL IDENTIFICATION
Interest Qualification - SOLUTION DEVELOPMENT
Empower the Buyer to achieve goals by solving problems and satisfying needs while establishing business value - CHAMPION DEVELOPMENT
Confirm understanding and negotiate access to Key Players - KEY PLAYER DEVELOPMENT
Identify the goals and objectives of Key Players to get the project sold, funded and implemented - OPPORTUNITY QUALIFICATION
Understand the buying process - OPPORTUNITY CONTROL
Establish a mutually agreed upon Sequence of Events - NEGOTIATIONS
Preserve Margin, Increase the solution by using Get/Give
Sales Training
for Sales Engineers
Sales Engineering training to equip your employees to be rockstar engineers, regardless of previous experience, education level, or current position.
- We train your current Engineers to accelerate with the Sales Teams
- We train your TAC and IT Engineers to be Sales Engineers
- Bring on new Engineers with a Certified program to get them field ready
What are the top traits of a Tech Sales Engineer?
- Interpersonal Skills – Ability to build relationships with clients and effectively collaborate with other members of the sales team.
- Problem-Solving Skills – Ability to listen to the client’s requirements and challenges, and then recommend solutions to solve those challenges.
- Self-Confidence – Ability to confidently and persuasively deliver technical sales presentations and demonstrations.
- Quick and Life-Long Learner – Ability to quickly absorb technical information, and to stay abreast of the rapidly changing technology marketplace.
4 Week Bootcamp
Week 1: Starting your SE Journey (Digital self-paced)
Week 2: Dissecting the Sales Cycle (Digital self-paced)
Week 3: Interacting with Clients (Digital self-paced)
Week 4: Becoming a Tech Sales Engineer (Live in-person 2 to 4 day Boot Camp)
Course Overview
- Digital Self-Placed Modules
- Knowledge Check Quizzes
- Skill Building Exercises
- Live Instruction & Coaching
- Introduction to Sales Engineering
- Role-Play Scenario Overview
- Time Management
- Client Segmentation
- Competitive Analysis
- Sales Methodologies
- Customer Relationship Management (CRM) Systems
- Sales Cycle Overview
- Product Development and Demand Generation
- Lead Qualification
- Needs Assessment and Discovery
- Responding to Request for Proposals
- Public Speaking
- Creating and Delivering Presentations
- Product Demonstrations
- Whiteboarding
- Product Evaluations and Proof of Concepts
- Quotes and Proposals
- Negotiation and Closing the Deal
Customer Testimonials
Riverstone Technology
I wanted to take a few weeks before writing this review to see how our team applied the tools and skills learned during this week, and I'm glad I did. My team and I have seen immediate results in our client engagements, sales, and team morale is at an all-time high.
If you are looking to give your team a boost in performance, I highly recommend considering Dave and his program. You will certainly be glad you did!
Americas
Right! Systems, Inc.
Happy Customers
