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In the 21st century as client interactions are more channelled onto the internet, it is more and more difficult to reach new customers, so sales prospecting activities become a must for organizations.
Sales prospecting requires patience and perseverence. It is not only sales people who receive high numbers of refusals and objections, but the sales lead time is long and they need to be in the right place at the right time. The art is in knowing the ideal behaviours in influencing multiple people in an organization to ensure closing the deal.
The course is designed to make sales people understand how organizations make their purchase decisions in order to be able to build winning strategies. The course explores both the efficient processes and the related sales objectives, activities and effective behaviours to enable sales people to become successful in their sales acquisition.
On the programme participants understand the buying process and its stages, and learn about the ideal behaviours that increase the chances of closing a deal. Then they discover that multiple people in an organization are involved formally or informally in making a decision, all of those with different responsibilities and interests, which salespeople need to address. Participants also learn a practical step-by-step process, which guarantees the highest probability of success in getting an appointment, where they can demonstrate their credibility, gain trust and present their value proposition.
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Climate change, natural disasters, energy crisis. We can feel them in our skin. What can we do? Is there anything we can do to mitigate these negative impacts?
“Your brand is what other people say about you when you are not in the room,” says Jeff Bezos. Self-awareness and defining your leadership role as a female leader is paramount. But self-awareness is not enough, we also need to define how we present ourselves to the world. Personal brand is key for anyone who wants to be successful in their field. Women leaders also need to consciously build and develop their personal brand.
The recent reality is not short of challenges. Constant change, uncertainty, rapid adaptation, and dealing with unexpected situations can overwhelm us very quickly if we don’t take care of one of our most important resources – our emotions.
The groundbreaking research of Shirzad Chamine and his concept of Positive Intelligence is the foundation of this program. It encourages participants to take an inward journey and realize who those internal saboteurs are who hinder their progress.
Over the past period, remote work and online communication have become the new routine in the lives of many teams. This virtual distance brought a new set of challenges not only in how to successfully operate, but also in how to maintain team spirit, the feeling of togetherness, and improve collaboration&communication.
We are living in a world of digital revolution. Organizations, teams and people are connected more than ever before. We can love or hate the changes the technological explosion is generating in our life, but avoiding them is impossible.
Numerous studies show that diverse teams – in case they are managed well – perform better than homogeneous ones. Social groups are increasingly making their voices heard and there are more opportunities for social injustices to be addressed. So everything is going in the right direction. Or is it not?
Many leaders assume engagement is a task for top management and HR. But is engagement something that you can only influence from the top? What is the responsibility and opportunity of direct supervisors, middle management, and even employees in enhancing engagement?
All of us are parts of different teams, and our success is highly determined by the members of these teams. Our specific Insights-based program focuses not only on development of the individuals, but also on the common development of the team.