About the program…

This comprehensive program guides your export- and channel-management team through our proven 4-step process to create and refine your own and personalized channel strategy aimed at sustainable growth throughout the network. We start by defining the strategic fit from both ends, to describe the ideal partner. Understanding what the partnership actually means to both parties is key. Choosing a partner doesn’t mean the partner has chosen you. Due to misaligned expectations most partnerships actually fail in the moment they are signed. 

In the program the participant will be equipped with a toolkit to understand the key drivers of all stakeholders, and learn which buttons to press within your area of influence to boost sales. We will also discuss how to overcome the critical initial activation stage. This is the stage where after signing and training the partner need to see business benefits coming out of the relationship, but when this fails partners all too often drops out and fall of the radar instead.

Finally we will provide frameworks to align company resources in a wider context with our plan to ensure success.

Made for those who …

This program is intended for the following roles:

• • Sales teams that sell through channel partners in their territory
  • Sales managers and directors about to open business through channel
  • Corporate leadership considering the external channel as their GTM strategy.

Key benefits

Guidance, tools and methods to create your channel strategy, and provide the team with the tools to effectively manage, engage and leverage the partner channel.

Some of the benefits of the program include the following:

• Accelerated sales growth though channel
• Motivated partners with a clear direction
• Understanding of Partner segments and why some are more profitable
• Building a competitive advantage though an adequate partner channel
• Defined objectives and goals with a pipeline to create activity objectives required to achieve business results
• Accurate forecasting for a business under control

Agenda:

Over the course of 4 half and full-day physical workshops, there will be both team and individual follow-up in between the sessions. Each key area follows a typical learning flow that involves both theory and reflection. A typical sequence will be the following:

• • Learning module
  • Teamwork in class
  • Review and group presentation
  • Homework assignment with coaching
  • Discussion in plenary or in teams

The modules follow a logical sequence and structure. Over the sessions, they are dealt with in parallel.

Workshop 1: – Defining the perfect partner

• Focusing on efficient channel partners
• Segmentation provides a map to focus
• Proactivity is key to drive your agenda
• Homework assignment – Defining my ideal partner

Workshop 2: – Find, Focus and Activate

• Homework review
• Case Exercise: Show me the money
• Onboarding our friend & Activation
• Homework assignment – Defining the activation

Workshop 3: – Engagement and Management

• Homework review
• Building engagement
• Defining the right partner program
• Homework assignment – Defining a partner Program

Workshop 4: Traceability

• Homework review
• Standardizing sales operations processes
• Learning through partners
• Using CRM and other data to follow up

 About the program…

Often introduced even before a direct sales is installed and committed, well managed and used channel sales is the most effective model of scaling. This takes engaged and successful partners.

Based on proven methods, our CMM assessment – Channel Sales Management prescribes a 5-step readiness scale for each of the 6 Management Key Areas.

– Planning & organization
– Leadership readiness
– Team development
– Sales model & customer value
– Feedback, objectives & systems
– Values & sales culture

Through both internal and external analysis, via interviews and evidence gathering, we assess every aspect of the organization involved with partners. Each area is individually scored. A gap analysis is included and improvements to arrive to the desired levels are proposed where needed.

Made for those who…

This program is intended for sales directors and sales managers who want insight into the organization readiness for partner sales management implementation success.

• Sales managers & directors aiming for a channel strategy
• Corporate leadership

The program provides…

agenda:

The scope is adapted to the size and complexity of your organisation.
A typical engagement that stretches over 6-8 weeks can look like this:

• • Project kick-off and planning
  • Fact finding – Information & documentation (e.g. financial, process, competencies and role descriptions, customer base & market information)
  • Assessment – Channel related team attitudes & leadership (survey)
  • End Customer attitudes research (optional)
  • Interviews with selection of sales professionals and sales leaders
  • Team discovery workshops
  • Deskwork, consolidation
  • Presentation – Findings & recommendations

 About the program…

Social Selling does not mean selling on social networks. It means building productive relationships through social networks (and in B2B the social network par excellence is LinkedIn), which over time generate business opportunities.

To achieve this, first we must define a good strategy on LinkedIn, both at the corporate level and (and more importantly) at the individual level, starting with the individual plan for each of the team members.

In most cases, your customers are informed online before making a purchase decision. When the buyer contacts you, he/she already completed 70% of the purchase process: they know what they need and have compared to other offers.

This new scenario forces a change in the traditional sales model, and this makes LinkedIn your best ally to take your relationship with customers and potential customers to another level.

made for you who…

This program is designed for:

• Sales Directors and Sales Managers
• Sellers and Account Managers
• Marketing and Communication managers,
• Entrepreneurs and freelancers from any B2B industry

Participants need to:

• Have a LinkedIn account and a minimum of knowledge of the basic functionalities of the platform
• Bring their own laptop during the sessions.

some benefits and objectives:

The program will Generate Social Media Awareness, and help participants both understand and unleash the full potential of LinkedIn as a contact and relationship channel for prospects and customers, and understand how to use it in their daily work.

Some questions to answer: Why should I be on LinkedIn? Why should I dedicate my time to it? What can LinkedIn do for me? How should LinkedIn be part of my business development strategy?

• Develop a specific LinkedIn strategy, both individually (from professional profiles) and corporate – supporting and relying on corporate publications.
• Create high-impact professional profiles
• Create an action plan in this channel that leads to achieving given objectives.

agenda:

Structure of the sessions:

First Block

Session 1 – From Personal Branding to Corporate Social Selling: How do we go from “I want my company to be on LinkedIn” to “I want LinkedIn to be in my company”. During this first introductory session, we will create the LinkedIn communication and Prescence plan. This includes the intermediate milestones to reach, what target audience we want to impact, what type of messaging to use, etc. We will also talk about SEO techniques applied to professional profiles, to make our professional profiles appear in the top positions of LinkedIn search results for relevant searches. Each participant will work on their list of priority keywords which they will bring with them into the next session.

Session 2: Create high impact professional profiles.  Participants will learn to build high-impact professional profiles, adapting the profile to the strategy we defined.  We learn how to optimize content of each section of the profile to reinforce its positioning within the LinkedIn search algorithm. Based on what has been explained, the participants will draft the profile fields and bring into the next session.

Second block

Session 3: How to find and contact the right people on LinkedIn. With our now optimized profiles, we will focus on having a suitable audience before us. We will learn how to identify the right people on LinkedIn to enrich the contact networks and then how to successfully contact them. Here we create a list of 20 people to invite along and draft the appropriate and individual invitation.

Session 4-: Define the content plan on LinkedIn and discuss the relationship model with the contact network.  We have the profiles ready and adapted for the right audience from the previous sessions, and now is the time to define what will be the content plan and the relationship model with the rest of users through this channel.

Third block

Session 5: Corporate Social Selling Methodology. In this last session we go deeper into Social Selling techniques. We will see active listening techniques to be able to identify, through LinkedIn, the motivations, concerns and needs of your target audience. Based on what is explained in this session, participants will now be able to apply all what they have learned and start working with a daily routine for business development through LinkedIn.

Optional coaching:

This program can be expanded with a series of follow up group or individual coaching sessions both during and after the program.

 About the program…

This is an introductory program in 3 full-day modules that are designed to give sales managers all the basic leadership and coaching tools to be successful in the role and drive change.

This program takes its starting point in the organisation and the culture. It explains concepts around change management, leadership styles, and our abilities to influence. From the base, each participant explores the concepts individually through both theory sessions, exercises, and role-plays to develop a leadership model that adapts well to the individual context.

Made for those who …

• Are sales managers or directors new to the job, or are preparing to become one
• Are experienced sales managers or directors who feel they lack a solid understanding of leadership and/or lack the appropriate coaching tools to get things done as they would wish
• Are ready to take the next step in their leadership

Key benefits

The program provides a solid base and understanding for leadership. Taking its starting point in our values and culture, it develops a toolbox that will help you get things done.

Some of the benefits of the program are listed below:

• Higher degree of self-awareness and influence
• Motivated teams with clear direction
• Resilient and adaptable teams, ready to take on new challenges
• Ability to lead your team through change
• High-performing sales culture
• Tools and ability to lead change
• Shorter learning curve in your teams
• Tools for self-reflection and self-evaluation

agenda:

Over the course of 3 full-day physical workshops, with both team and individual follow-up in between the sessions, the comprehensive program is developed. It provides insight into leadership, blending theory with practical exercises and roleplays. Assess your leadership style and learn how you influence your teams and people in your surroundings, and how to move efforts and competence to where they need to be for biggest business impact. (Lead & Coach CORE)

Each key area follows a typical learning flow that involves both theory and reflection. A typical sequence is outline below:

• • Learning module
  • Team/individual work in class
  • Testing concepts – Roleplaying
  • Summary – Experience share
  • Homework assignment with coaching
  • Discussion in plenary or in teams

The modules follow a logical sequence and structure..

Module 1 – Introduction – Leadership basics – Organisational culture

Introduction to leadership and team management: We discuss what leadership is and work through leadership styles. We learn about different leadership models and their history before going into exploring transformational leadership and lay the base for the program through exercises that help us understand the mechanisms.

Organisational culture and change – Factors that influence organizational culture changes and types of organizational culture change. We work through the most prominent models and examples of change management. Tools for change management and ways to measure the effectiveness of our change programs. This block also discusses sources and types of influence and power and finalises with a dive into the role of partnerships and stakeholders in our internal and external influence system.

Module 2 – Motivation and sales team management

Motivation – A walk through modern motivational theory and tools. Discuss which factors influence motivation and team efficiency and the difference between effectiveness and efficiency in our leadership. Includes motivational techniques and coaching techniques.

Team management: Management models and systems, and functions thereof. Teamwork or just working in teams? Delegating and providing direction. Planning and setting objectives. Formulating objectives – SMART, and leading towards the objectives (GROW). Time management – proactiveness and setting your own agenda.

Managing sales teams – We explore the specifics of sales management and how to apply the new knowledge in our own context. What does it mean to transform in a market context?  What is it that sales management aspires to change? Leading customer challenges and market direction. Examples of change management in our daily life.

Module 3 – Soft skill and the keys to transformational leadership

We discuss the tool set the leader will need to develop in order to drive change and the team’s evolution. One key to this is self-awareness, and we look at different models and tools to evaluate one’s own abilities against the varying needs of situations.

Refining the toolbox of leadership:

• Emotional awareness and self control
• Active listening
• Empathy vs assertive communications
• Conflict resolution – Holding difficult conversations
• Coaching techniques – Framing the message

 About the program…

Social selling does not mean selling on social media. It means building productive relationships through social media (in B2B, this is dominated by LinkedIn as the media of choice).

Over time, the objective is to generate business opportunities. To achieve this, it is necessary to define a good strategy on LinkedIn, both at the corporate level and at the individual level. This new scenario forces a change in the traditional sales model, and makes LinkedIn your best ally to take your relationship with customers and potential customers to another level. In this introductory training, we will take you through 3 fundamental skills you need to develop in your teams!

Made for those who…

This program is intended for

• Sales managers and directors
• Account managers and sales representatives

Some benefits

As a participant in the program, you will learn the fundaments of LinkedIn and learn how to use it as a tool to accelerate your sales over time. You will learn how to set objectives and create your own personal social selling plan.

You will also learn how to evaluate and balance the time you need to invest to achieve these objectives. For sales managers, the training will allow you to coach and guide your team members on social selling and LinkedIn.

Agenda:

During the day, we will work through 3 key areas:

THE PROFILE: Moving your LinkedIn profile from merely being an online version of our CV to truly becoming a platform for personal and professional branding. Optimize  professional profiles, target the right audience, and turn them into high-impact profiles that are key to your own agenda and strategy.

THE CONTACT NETWORK: LinkedIn is about relationships. It is not enough to have many contacts. With the right profile made, we’ll focus on making sure you have the right audience in front of you. We will discuss the best strategies to grow your network with the right contacts, and how to gain access to these successfully.

THE ACTIVITY: Yes, you do need to invest some time to establish a presence to be visible and seen. But no, this doesn’t mean you need to add another full-time job to what you are already dong. We will discuss different ways to generate presence on LinkedIn. In addition, you will learn the basics behind LinkedIn’s content ranking algorithms to help you optimize your visibility to your strategy.

 About the program…

This is an introductory program in 4 modules, designed to give sales managers all the basic structures and tools to be successful in the role.

The attitudes , skills, and competencies that are needed to create a high-performing sales team are built on our proven 3 Core Capabilities Model, and the 6 pillars of sales management.

This program takes its starting point in the growth objectives and works to build the management capabilities from what the team and the business needs. This is done in a combination of management, leadership, and development activities through which you lead your team and drive sales growth.

Made for those who …

• Are preparing to become managers
• Are managers but new to the sales management role
• Are experienced sales managers looking for a structured approach to sales management

Key benefits

The program defines sales management as a profession. Taking its starting point in the needs of the sales team, it develops a toolbox for world-class sales management. Some of the benefits of the program include the following:

• Accelerated sales growth
• Motivated teams with a clear direction
• High-performing sales culture
• Business awareness through continuous feedback, providing insights
• Tools and ability to lead change
• Definined objectives and goals with a pipeline to create activity objectives required to achieve business results
• Tools for self-reflection and self-evaluation
• Accurate forecasting for a business under control

Agenda:

Over the course of 4 full-day physical workshops, with both team and individual follow-up in between the sessions, the comprehensive program is developed. Each key area follows a typical learning flow that involves both theory and reflection. A typical sequence will be the following:

• • Learning module
  • Teamwork in class
  • Review and group presentation
  • Homework assignment with coaching
  • Discussion in plenary or in teams

The modules follow a logical sequence and structure. Over the sessions, they are dealt with in parallel.

Module 1 – Introduction – Sales planning & results for teams

• • Introduction – The role of the sales manager is the introductory module that gives an overview and a purpose to the role. It discusses the models and the importance of sales management.
  • Sales planning and getting results – A practical module on what and how to plan sales, analyze, and follow up. The dynamics of a sales process and characteristics of customer groups help to define the map for our sales teams. (Plan & Organize CORE)
  • Does your team sell value? What defines great sales behaviors? With the 4 buttons of sales growth, the module discusses the importance of the sales team and the role of the sales leader to implement the latest B2B sales methodologies in the market.

Module 2 – Managing sales teams

• • Evaluating the sales team – A module that provides the tools to evaluate capabilities and the strengths and weaknesses of the team and its individuals based on facts.
  • Change management – It was said that “all management is change management.” This module introduces models for change management to help the sales manager implement new projects and systems, and at the same time manage and balance time for the daily business.

Module 3 – Creating the successful team

• • Lead & Coach – Provides insight into leadership, blending theory with practical exercises and roleplays. Assess your leadership style and learn how to influence your team and people, and how to move efforts and competence to where they need to be for biggest business impact. (Lead & Coach CORE)
  • Developing the team – Your ability to execute your sales plan and implement strategy is largely defined by the Provides the tools to recruit and retain talent, nurture their capabilities, and develop skills and competences. (Develop & Build CORE)

Module 4 – Securing the way forward

• • Sales culture – Understand what sales culture is, and how you can influence it. In this module, you assess your current sales culture, and then define and visualize where you want your culture to be in a year’s time.
  • Securing the future of sales management – Your own sales managers’ plan for the next 6 months is developed using new models, and tools are put into action. A 360 assessment with your team (manager, direct reports) is offered for participants who wish to participate.

 About the program…

To focus effort on the best opportunities that will give us the largest deals, faster, and with the lowest CoS (cost of sales), we need to understand which they are. This training discusses tactical customer segmentation.

We learn smart ways to map our customer base and how we can optimise our invested time. We discuss more traditional gross margin thinking used in most companies, as well as additional perspectives focused on sales time investment and competencies: similar purchasing behaviors, geographical spread, required sales effort, and decision cycle length that value the same arguments.

Finally, the program discusses in what ways we can sell more in every opportunity, and learn how to identify cross-selling and upselling opportunities, as well as different expansion strategies in existing accounts.

made for those who…

This program is intended for the following people:

• Salespeople who sell to many different types of customers in their territory
• Sales managers or sales directors managing a team of B2B sales reps

the program provides

tools and methods to make larger deals, faster, and with better margins!

Insights with respect to the following:

• Industry segments and why some are easier to sell to than others.
• Customer maturity – a model that helps you select the right opportunities for the month.
• Insight on proactive vs. reactive customer management and how to gain time for the former.

agenda:

Workshop 1:

• Focusing on profitable clients
• Segmentation provides a map to focus
• Proactivity is key to drive your agenda
• Homework assignment – Defining my map

Workshop 2:

• Homework review
• Product attachment – Selling the portfilio
• The real cost of every transaction
• When to say no
• Using CRM and other data to follow up

 About the program…

The program teaches the basic concepts of Key Account Managment – and is designed to provide applied experience during the program. You will develop the ideas on a real case, your own Key Account.

The program step-by-step:

Made for those who…

This program is intended for the following people:

• KAMs, key account managers, who manage the most important customers of their company
• Sales director with key accounts in the customer base
• Those who are planning to create a KAM role in your company and want a structured approach

The program provides…

As a participant in the program, you will experience the following:

• Gain market share and increase your footprint in key accounts
• Find more and larger opportunities in the account
• Communicate and create more value to the customer
• Align KAM with corporate strategy
• Structure and understand key account management
• Align KAM in your own company by involving transversal account team in decisions.
• Develop your account plan template
• Set relevant objectives based on leading indicators
• Gain a framework to measure success in key accounts
• Understand and manage complex relationship maps

Agenda:

Over 3 workshops, we develop all steps in the following approximate agenda.

During the whole program, each participant will work a concrete case in their own account.

The program will be adapted to your context, but it could look like this:

Day 1:

• Key account management and the need for it
• Account planning and the account team
• The account plan
• Understanding the company
• The power bases of the customer
• Homework assignment for Day 2

Day 2:

• Homework – Reviewing the case
• Developing opportunities
• Selling value in key accounts
• Strategic alignment
• Homework assignment for Day 3

Day 3:

• Homework review
• Taking the value prop to the customer
• KAM process and the KAM team
• Measuring success – Develop concrete indicators
• KAM tools to use in the own context
• Wrap-up and summary

 About the program…

Based on proven methods, sales and sales management readiness is assessed under SM³ – Sales Management Maturity Model. The model prescribes a 5 step readiness scale for each of the 6 Management Key Areas.

– Planning & organisation
– Leadership readiness
– Team development
– Sales model & customer value
– Feedback, objectives & systems
– Values & sales culture

Through both internal and external analysis, via interviews and evidence gathering, we assess every aspect of the sales organisation. Each area is individually scored. A gap analysis is included and improvements to arrive to the desired levels are proposed where needed.

Made for those who…

This program is intended for sales directors and sales managers who want insight into the organisations readiness for sales excellence and repeated success.

• Corporate leadership
• Sales directors
• Sales managers

The program provides…

• A complete assessement of the 6 pillars of sales management
• Insights of your strengths as an organisation
• Certainty and knowledge of your capabilities
• Recommendations to strenghten weaker areas
• Predictability of sales and profitability
• Higher margins through Value Sales
• Profitable customer base

agenda:

The scope is adapted to the size and complexity of your organisation.
A typical engagement that stretches over 8 – 12 weeks can look like this:

• • Project kick-off and planning
  • Fact finding – Information & documentation (e.g. financial, process, competencies and role descriptions, customer base & market information)
  • Assessment – Sales team attitudes & leadership (survey)
  • Customer attitudes research (optional)
  • Interviews with selection of sales professionals and sales leaders
  • Team discovery workshops
  • Deskwork, consolidation
  • Presentation – Findings & recommendations

 About the program…

Companies spend millions every year on competitor and market analysis. Most often reports are made on a global or regional level, rarely taking the local context into account. This workshop provides a framework for local sales management and team leaders to perform the analysis on a local team level, and then to establish a local strategy to win.

What is the most important purchase decision criteria for companies in your market? What do your prospects value the most?

If you know that, you can evaluate your strengths and weaknesses for all segments you want to sell more to, and adapt your strategy accordingly. In this program, we take you through and teach you the process in 2 workshops, and we provide the tools to perform your own analysis as many times as you like.

made for those who…

need to find the winning strategy to gain, grow and keep customers. Develop local tactics out of global strategy and manage your selling time in the smartest way possible.

• Local sales directors
• Sales managers
• Account managers
• Customer success team leaders

the program provides

a framework for you to analyze strengths and weaknesses of your value proposition to customers in your local context. Upon completion, you will have the following:

• A framework to study competitive advantages
• A better understanding of what your customers and prospects truly value
• Improved awareness of the value you and your company provide
• Arguments that help you to higher margins and less discounting
• Improves tactics and local sales strategy for customer segments

agenda:

This is a program that is prepared specifically for your team. It includes the following:

• Self-evaluation and preparatory interviews
• Value criteria workshop
• Homework assignment applied on segment or customer
• Winning strategy workshop
• Analysis tool