From Strategy to Action to Results:
Topics that Deliver
The following represents a current list
of our most requested topics. Each topic presents research based,
practical ideas for taking your leaders or sales professionals to
the next level.
Unlike typical off-the-shelf content,
each topic will be customized to reflect your unique culture,
challenges and opportunities.
- The Mind of the Customer:
How the world's leading sales forces accelerate their customers'
success
- The Winning Edge:
Personal Strategies for Lasting Success
What does sales success require today?
Two generations ago, success in sales
depended on personal relationships. In the 70's and 80's, success in
sales depended on product knowledge and expertise. In the 90's, it
depended on the ability to bundle capabilities into solutions that
met customer needs.
Today, the need for all those skills has
not gone away; they're just not enough anymore.
Due to escalating customer expectations
and a tough competitive environment, success in selling today
requires an evolution from a sales force that communicates the value
of its offerings to one that must individually and collectively add
value during the entire sales process. The sales force that is
better equipped to understand its customer's business and accelerate
their customer's success is the next generation of professional
selling.
As the rules of the game change, new
kinds of sales professionals, sales managers and sales leaders are
emerging. And the results are astounding. In this brave new sales
world, a handful of companies already excel.
In this interactive presentation, we will
explore the four ways those companies - leaders like UPS, Toyota,
Nokia and others - behave differently than their peers and achieve
business results. These strategies will be presented in practical,
actionable terms and will be illustrated by the use of actual
examples and approaches that cross the bridge from theory to
practice.
Got change? Who doesn't! The next few
years will see more changes in the business world than have taken
place in the last ten. Success and growth will belong to those
organizations and individuals that are ready for the changes.
Flexibility - in skills, attitude and know-how - will help you ride
the next wave.
Based on current research and over twenty
years of management experiences, this presentation focuses on the
best practices, innovative techniques and state of the art customer
strategies that have helped leading organizations achieve
extraordinary results. This upbeat and interactive presentation will
provide your audience with the capabilities they require for lasting
success and impact!