Solutions

 

SALES CYCLE MANAGEMENT TRAINING

3 DAYS

By

ERIC SMITH

 

Eric Smith has more than 33 plus years of all round IT Marketing and sales exposure in Europe, Australia and ME Region with extensive customer and channel contacts across the Region. He has  Excellent track record of achieving Regional and Corporate targets  both as an individual as well as integral part of the team in various domains ranging from ERP/EAM/BI/FMS/WMS etc in sales, training/professional services and related support revenues. Eric has worked WW for top companies like Fujitsu, Hitachi, Sun, Oracle and BaaN/Infor and presently is a Director at Enterprise Software Agility.

A  Go Getter and customer friendly sales manager who  strongly believes in providing what the customer wants so as to retain customer confidence and repeat orders rather than just one off sales in the short term +ve attitude, ability to convert SMB prospects to significant  enterprise sales segment and a passion to achieve sales targets consistently are some of my other key strengths

Eric is Highly qualified, successful  and a experienced Sales and General Manager with direct hands-on results oriented attitude. He has excellent Relationships and trust and has developed high reputation in the industry.

 

Objective of the Program:

This program will enable each participant to manage a complete sales cycle successfully and improve his present performance related to qualifying, account management and forecasting by manifold.

Who is it meant for:

Sales Leaders, Sales Managers, Account Managers & Sales Co-ordinators

 

SALES CYCLE MANAGEMENT TRAINING

 2011

Topics:

• Introductions
• Questions
• Background
• Strategy > Tactics
• Lead Sourcing
• Prospect Profiling 
• Opportunity Qualifying & Forecasting
• Control
• Managing Sales Cycle
• Managing Negotiations
• Objections & Managing them
• CRM and the art of managing relationships
• Account Management, Reporting and MIS
• Team Selling, Aligning resources and collaborative selling
• Deal Closing
• Dynamics of Account Development (Farming)
• Methodology of Sales Person Self development,  Knowledge enhancement & Continual improvement
• Case Studies
• Workshop
• Summary -  Q&A

 

Methodology:

This a highly Interactive Session, Each Attendee is expected  to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously)  for use as a working example during the sessions and for the Workshop and Case Studies.

 

What will be achieved:

• Qualitative Improvement in the performance of the participant.
• Understanding of the Sales Cycle
• Management of the Sales Cycle
• Completion of the Cycle
• Role of team Members
• Use of Control and Measurement Techniques
• Forecasting
• Account Management
• Elimination of Time Wasting
• Foundation for Success
• Opportunity Cost of Qualifying in Sales Cycle
• Basis of continued improvement in selling skills, knowledge and experience.

SALES CYCLE MANAGEMENT TRAINING

2011

DAY 1

 

• Introductions
• Questions
• Background
• Strategy > Tactics
• Lead Sourcing
• Prospect Profiling 
• Opportunity Qualifying & Forecasting

 

DAY 2

• Control
• Managing Sales Cycle
• Managing Negotiations
• Objections & Managing them
• CRM and the art of managing relationships
• Account Management, Reporting and MIS
• Team Selling, Aligning resources and collaborative selling
• Deal Closing

 

DAY 3

• Dynamics of Account Development (Farming)
• Methodology of Sales Person Self development,  Knowledge enhancement & Continual improvement
• Case Studies
• Workshop
• Summary -  Q&A

 

SALES CYCLE MANAGEMENT TRAINING

 

Where & When

• At your nominated location at mutually acceptable times
• Modules or segments  thereof may be delivered remotely via webex or similar

 

info@esapl.net