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Propelling
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Sales and Marketing Audit Model:

Identify "go to
market" strategy
at enterprise level.
 Map existing
structure of
sales /
marketing
front line &
support proceses
 One on One
discovery
interviews
with staff,

Skill set
strengths and
weaknesses
& alignment
to best
practices & procedures
 Sales -
marketing-
accounting
integration,

Measure
Metrics
proecesses to productivity
levels
 Evaluation
report of
current sales / marketing
infrastructure
is prepared
 Begin
forming new
marketing /
sales
processes to
foster
optimal performance

 

Policy and Procedure Development
GenSourc will partner with your organization to put in place documented guidelines that provide a framework for action and decision making in your organization. These standard procedures create easily accessed information for your team that generates consistent execution, predictable results and greater efficiency for your Business 2 Business Demand Generation.


Skill Development
GenSourc understands that no two companies are identical nor are any two Sales professionals. Skill sets will vary, motivational techniques vary and response levels to training approaches will vary from “asset” to “asset”.  This imbalance can cause a drain on sales management resources and team output when utilizing a more generic approach to your talent development regimen. More definitive results are ascertained when providing each team member with an individualized B2B sales skill development module that drills down to their core strengths and weaknesses and builds accordingly. The roadmap may vary from an individual perspective; however, the end result delivers an umbrella of consistency, harmony and B2B Demand Generation sales results across the team.

 



Sales Training Modules
Sales Evaluation Cycle (One on One Interviews)Prospecting Cycle:
     General Introduction - Teams / Individual
     (Full Sales Health Check-Up)
     Territory Plan /
     Pipeline Planning
     Product Knowledge Integration with Scripts
     (Conceptual Understanding/ Positioning)
     Positioning/Propelling
     the Opportunity
     Umbrella Statements/ Elevator Statements
     (Impact/Effectiveness/Fluidness...Development/
     Redevelopment)
     Consult VS Sell


     Suspect to Close Execution - Needs Analysis
     (Phone/Presentation/Pain Points/Position/Value
     Integration/Close)
     "Hanging In There"
     Getting the Prospect to
     Do The Talking
Sales Training CyclePresentation Cycle:
     Management/ Group/ One on One Interviews -
     Individual Needs Identified / Custom Modules Created
     Structuring Your
     Messages
     Sales / Marketing best practices and processes
     Mapping and Analysis
     Engaging the Audience

     One on One Coach - Rep Development Sessions - Custom Module     Handling Q&A
     Mentoring Teams Are Implemented -
     Balance Strengths - Work Sessions
     Presenting Over the Web

     Mentoring Business Plans ImplementedNegotiation Cycle:
     Coach / Mentor Team / Group Role Play Sessions -
     Incremental Phases of Sales Scripts & Best Practice Process
     The Five Phases of
     Negotiation
     Best Practices & Processes Implemented
     Creative Concessions
     To Close the Deal

 

 




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