The Sales Institute
Sales Boot Camp
Description: Are you a professional who has been put in a position of selling with little or no formal training? Are you an entrepreneur or executive who finds yourself needing to "close" business for your organization? Do you "go on your gut" rather than apply effective tools and proven strategies?
If you answered "yes" to these questions, or if you are in sales for the very first time, this workshop is designed with you in mind.
You will learn: how to organize your time, how to get appointments with decision-makers, tips for making effective presentations and how to close the deal. You will develop a methodology that you can take away and use in your daily selling efforts.
Offered at the University of New Hampshire's Graduate School, Pease Tradeport Campus in Portsmouth, NH. To enroll, please register online or contact info@salesprotocol.com.
Account Management
Description: As an experienced salesperson, do you find yourself needing a boost in your account management techniques? Are you more of a “hunter” and need to learn “farming” techniques to keep customer’s happy? Are you in a customer service role where you’re responsible for key accounts? Would you like to learn how to keep your clients for life? This workshop was designed for you in mind.
You will learn: What happens after the sale? How do you keep in touch with clients, keep them happy, and generate new business in the future? What techniques can you use to get referral business? How do you handle difficult situations with finesse?
Topics Covered: Getting organized, forecasting, following-up, documentation, getting your “arms around” your territory, leveraging your marketing department, which tool to use when, keeping in contact, and getting and keeping the attention of the harried distributor’s sales rep to you’re your product or service first-to-mind.
Offered at the University of New Hampshire's Graduate School, Pease Tradeport Campus in Portsmouth, NH. To enroll, please register online or contact info@salesprotocol.com.
One-Day MBA
Description: Many professionals find themselves on the front line of business without realizing that they directly impact to the bottom line. This is exactly the case with most organizations. With little visibility into how actions flow to the top line for shareholders - forecasting, team meetings, reports, and account management seem like extra effort. This program will provide the team with a holistic understanding of business and why their efforts are critical.
Topics Covered: Understanding the value chain, forecasting, trend analysis, finance, industry analysts, marketing, public relations, and sales.
Goal: To enable the team to clearly see their value in the greater scheme of business-at-large.
For more information, please contact info@salesprotocol.com.
Sales Retreat
Description: This one day experience is a combination of vision casting, team building, and goal setting. We will start by looking at what worked well in 2005, followed by setting revenue goals for 2006. In addition, territory validation, resource allocation, professional development, and headcount growth will be explored. The outcome will be a roll-up of each territory’s goals and objectives along with a strategy for your Top 10 accounts.
Goal: To get the team motivated and fired-up to attack their territories and overachieve their goals. Create the shift from working hard to working smart.
For more information, please contact info@salesprotocol.com.