As the size of an organization becomes increasingly decoupled from its power and influence businesses everywhere must find a new way to create relevant customer experiences.  Germane to outside teams, my training focuses on demand-side selling innovations, systemically prospecting high-value accounts, account development based on a contemporary value proposition, and a comprehensive level of engagement regarding contractor loyalty.

Today the vast majority of innovation and business-development opportunities lie in the interface between functions. 

Improved branch-level service is one of the most effective yet underdressed opportunities for growth.  Integrated solutions at the branch level require horizontal collaboration that is solely focused on reducing customer effort.  Branch training—for CSRs and Branch Managers—increases cross-boundary collaboration in order to achieve greater customer loyalty, increased year-over-year sales, and higher margins.

Outside Sales (“Territory Manager”) Training Curriculum: 2019-20

Session #1: The Effective Salesman

Duration: Two Days

This training session focuses on the central selling challenge in our industry: that if an organization is viewed as a commodity it can only command commodity pricing.  This lack of differentiation results in a constant price bake-off, a lack of meaningful differentiation, and fragile client loyalty.  This session provides attendees with practical resources that improve sales, protect margin, and provide clients with a first-rate customer experience.  Topic include:

-Understanding how the 3M revolution has eroded traditional selling authority

-Utilizing 5 key loyalty drivers to improve and re-frame the content strategy

-Effective account categorization: emphasizing effective decision making 

-Consistent call planning in order to improve accountability and sales results

-Conducting effective client meetings 

-Tactical use of open-ended questions in order to build a demand-side strategy

-Aspects of a first-rate customer experience: The 4E blueprint

-Resolving objections: win-win, win-lose, mixed margin 

-Differentiating the company with an improved “Why Us” message

-Identifying the characteristics and best practices of effective managers 

Session #2: Prospecting

Duration: Two Days

Poor prospecting decisions result in a territory filled with low-growth, low-volume accounts.  However, a salesperson will see radical new business growth by utilizing an effective method for identifying the right targets, determining their true selling and loyalty potential, and creatively responding to competitive push-back.  This session provides attendees with the skills, insights, and tactics to recruit, convert, and grow the right new business targets.  Topics include:

-Recognizing and avoiding the most common pitfalls to poor prospecting results

-Identifying qualitative and quantitative characteristics of high-value prospects

-Overcoming the challenge posed by high-volume prospects

-Stop pitching, start listening: The most effective tactics to determining a “fit”

-Designing delivering a persuasive value proposition for small, medium, and large accounts

-Resolving objections to brand, price, or competitive push-back

-Negotiating a mixed margin outcome that results in positive leverage

-On-boarding best practices

-Implementing a conversion sequence that secures loyalty and sales

-Social selling

Session #3: Account Development

Duration: Two Days

A traditional one-size-fits-all development outlook has not kept pace with many customers’ needs and expectations.  As a result, valuable opportunities are lost amidst parity.  Furthermore, generalized development results in thin-value relationships that are vulnerable to competitive incentives.  This session provides attendees with a new perspective on developing existing accounts.  Attendees will learn how to leverage a first-rate user experience, demand-side thinking, and the unique stages of client growth in order to improve sales and long-term loyalty.  Topics include:

-Implementing a demand-side selling model 

-Strategies and tactics that de-leverage a business owner’s time and resources

-Applying organizational resources to the unique stages of small business growth

-Significantly improving the customer’s sale process and user experience

-Lead generation best practices for legacy, service, referral, and social media customers

-How to capitalize on an existing book of business in order to generate better referrals

-Improving high-efficiency and accessory/add-on sales results

-Converting decisions in to actions

-Tactics to minimize breakage in a territory

-Media utilization to scale maintenance messages across a territory

Session #4: Smart Collaboration

Duration: Two Days

Salespeople must confront their limitations.  They are facing problems that are increasingly complicated and so sophisticated that no single expert—no matter how hardworking or smart—is in a position to solve them.  Furthermore, organizations can no longer squeeze additional productivity from individuals—can’t ask them to work harder or longer.  Instead, firms need to find ways to help them to do higher value work more effectively and efficiently.  Smart collaboration is the answer. Topics for this session include:

  • Determining which high-profit/high-customization efforts create the greatest sales results
  • Identifying the four most important results of smart collaboration
  • Collaboration as a means of reducing breakage
  • Successfully overcoming the six obstacles to smart collaboration
  • Tactics to managing clients during the smart collaboration process
  • Tactics to managing an internal team during the smart collaboration process
  • Acquiring the personal and professional characteristics of an effective collaborator/leader
  • Case study engagement that illustrate practical applications.