 Modern Frontline Sales Skills
Boost Win Rates and Revenues
Media technology salespeople are almost always technically-savvy insiders recruited into sales positions without ever having the opportunity to develop formal tactical sales skills. Many companies feel the salesperson’s understanding of the industry and the products and services qualify them to find and manage sales opportunities.
The reality is that many of these salespeople rely on their technical expertise to communicate features and benefits to user- and operational-level contacts while missing the strategic, business problems their solutions address. They call too low and are surprised when a senior level prospect executive spends money on another solution with greater strategic, political and/or personal value.
Most frontline media technology salespeople lack a formal, repeatable sales process that would give them better control over opportunities. Instead, they are reactive to the demands of each prospect and miss opportunities to build competitive differentiation and value.
When tactical selling improvements are identified during our Sales Conditioning Strategic Assessment, we deliver programs to help your frontline sales people…
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Manage a territory
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Gain access to high-level executives
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Continually qualifying opportunities and develop plans to either walk away or win
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Understand and address the personal and political needs of prospect players
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Link value to strategic prospect needs
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Effectively communicate competitive differentiation and build preference and value
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Employ a common language to describe opportunity progress and resource needs
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