Training Programs > Sales

Sales

If your sales team is not delivering the revenue necessary to grow your company, Next Step's modular, hands-on, Value Sales Workshops will improve your sales team's productivity and results.

Your sales force's time is valuable so the specific content of each program is customized to address the areas in which your team needs improvement. All programs are hands-on with real world exercises and field assignments built in to maximize immediate results. By integrating Next Step’s sales process enhancement and compensation planning with training, Next Step can provide significant revenue improvements—within weeks.

Sales Training Programs include:

• Communicating Your Value Proposition
  
  This highly interactive, one-day workshop is designed to maximize sales personnel's (inside and outside sales representatives, channel and account managers) ability to understand and communicate the unique value proposition of their product or service to each potential customer in the market. Role plays and exercises prepare the attendees for use of the concepts when they return to their territories. <view/download workshop description>
• Competitive Positioning
  
  This one-day workshop is designed to provide all sales professionals--including account managers, channel account managers, inside sales representatives and their managers--with the skills and industry best practices to win business in competitive markets and situations. <view/download workshop description>
• Customer Oriented Selling
  
  This two-day program is designed to provide sales representatives, account managers and sales managers with the skills, knowledge and confidence to understand and effectively address their customers’ primary business needs at all levels within the account. <view/download workshop description>
• Effective Channel Management
  
  This one-day program is designed for channel managers, territory managers and all others supporting channel partners. Using customized case studies and best practices, this program is built to maximize results immediately in the real world. <view/download workshop description>
• Executive Level Selling
  
  This one-day course provides account managers and sales representatives with the skills to fully understand their customers’ needs (decision makers and influencers) by qualifying the value their product or service can bring to him/her, constructing and executing an executive level value-based sales strategy and developing the foundation for a long-term relationship. <view/download workshop description>
• Mastering Negotiation Skills
  
  This workshop is a highly interactive, one and a half-day class designed to maximize the experienced sales representatives' ability to effectively negotiate in order to arrive at a win/win value for the customer and company. <view/download workshop description>
• Sales Negotiation Basics
  
  This one-day workshop provides entry level exposure to the process of negotiating the conclusion of a sale. It is appropriate for entry level and experienced sales representatives who need to close deals where some aspects of the sale may be at issue. <view/download workshop description>
• Sales Territory Management
  
  This one-day workshop is designed to provide account managers, channel managers, territory managers and their managers the skills and perspectives to effectively manage the resources available in their territory for maximum success. <view/download workshop description>
• Sales Time Management
  
  This one-day, interactive course provides all sales personnel (account managers, inside sales representatives, sales managers and support personnel) with proven techniques, tools and skills to maximize their sales time. <view/download workshop description>
• Selling Into IT Organizations
  
  This one-day workshop provides sales representatives and systems engineers with an in-depth understanding of the information technology (IT) function, including the business needs, challenges and pain points at all levels. In addition, it offers techniques to ensure the team most effectively demonstrates and sells the business value of their solutions at all levels from the network administrator to the CIO. <view/download workshop description>
• Selling the Real Value of Your Solution
  
  Effective selling today requires different skills, methods and approaches than the price-based, feature and benefit sales strategies many salespeople used in the past.
  This one and a half-day workshop is designed to provide a sales professional with the tools and techniques to understand the real business needs and drivers of their customers, build and demonstrate true business value to the decision maker(s), prepare and present a compelling business case showing bottom line return on investment, and close the business without erosion of profit margins. <view/download workshop description>
• Value-Based Sales Process
  
  This one-day workshop is designed to provide all sales professionals with the skills and industry best practices to competitively position their solution as a financial value add. <view/download workshop description>