Vital Strategies has been helping leading organizations from Fortune 100 to SMEs to build and tune their virtual and field sales teams, growing sales pipelines and revenue by as much as 500% through empowering, enabling, coaching and supporting sales executives and sales leaders. Vital Strategies’ Virtual Sales Mastery Academy equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual sales meetings to drive momentum and win sales opportunities.
|Title||Description||Objectives & deliverables||Suggested attendees|
|Mastering virtual selling|
|Virtual selling was already experiencing tremendous growth,in some markets growing as muchas 15X the field sales.Then the COVID19 pandemic happened! With virtually all f2f events and meetings cancelled and many employees working from home sales reps must quickly embrace, adaptand master the art and science of virtual selling.This workshop will equip sales professionals withthe skills, knowledge andmindset to quickly engage with their audience, build rapport, create and progress revenue opportunities remotely|
|The Winning Formula|
|The most important, and the most difficult responsibilities of sales reps is sales prospecting, with global average success rate of only around 1%. This means almost 99% of the time sales prospecting does not achieve the desired outcome.|
As one of the most effective sales prospecting methodologies The Winning Formula workshop will help business development and sales professionals to engage with the right audience within the first 30 seconds of the engagement and improve sales prospecting success rate by as much as 500%.
We are so confident in The Winning Formula promise that we guarantee the client success rate! Ask for details.
|Perhaps the most crucial part of any relationship, including selling is the initial conversation and first impression. Skilfully managing the moment is the way to convert a sales prospect into a buyer. However, sales reps have the tendency to “wing it”. Most sales executives lack the necessary skills, approach and mindset to plan, execute and manage effective client meetings. Through this workshop you will learn the principles of effective meeting execution and the Perfect Meeting framework to build and deliver the right message and how to lead clients to action.|
|Client questioning & discovery|
|The most powerful tool in a sales professional’s toolkit is his/her ability to ask relevant, thought provoking and impactful questions and helping clients to drive better outcomes. This module provides an effective, scalable and repeatable customer discovery and questioning framework that will help to uncover needs and aspirations and create more urgency to act Virtual Seminar|
|Building unique value propositions|
|In today’s competitive world with buyers having all the choices and power to make their own decisions without the vendors, and vendors becoming more and more similar in products and messaging, how can a vendor stand out? It takes knowing your customer better and making business impact. In this module participants will learn how to identify their best clients and provide relevant, meaningful, and compelling value proposition to engage.|
|Solution presentation & positioning|
|It is not enough to have the right solution. You have to be able to effectively present your solution and position it in a way that aligns with the client’s particular needs and desires. It is also not enough to win based on facts and logic as all buying decisions are ultimately based on feelings and emotions. In this module participants will explore how to effectively position their solutions in a way to meet client’s requirements. They will also learn one of the most powerful storytelling frameworks that will help to drive not just agreement, but action.|
|Client objection handling|
|Client objections is a natural outcome in trying to influence client’s decisions. However, most sales professionals see it as a negative element that they often try to avoid, which often causes more harm to the engagement. In this module attendees get a better understanding of what objections are and practice a tried and true framework for effectively handling most objections.|
|Negotiation & closing|
|When it comes to the final stage of closing a deal clients often become more focused on lowering costs and risk of transaction, while vendors try to maintain revenue and margins. These opposing mindsets often result in win-lose or lose-lose scenarios that could be easily avoided.|
In this module participants will reflect on the true meaning of negotiation and dispel many of the myths around effective negotiation. They will also learn one of the world’s most effective strategies in generating win-win scenarios in every client negotiation.
|Winning With Social Selling|
|With over 80% of today’s buyers using the internet and social media and recent pandemic dramatically reducing your chances of having f2f client engagements, you cannot stay on the side-lines and lose business to the digitally savvy competitors.|
Winning With social Selling is a hands-on, interactive and fun program to help sales professionals and organizations better leverage social media tools in achieving their personal and business objectives around pipeline and revenue generation, brand creation and enhancement, and customer service improvement.
|One of the most critical responsibilities of sales executives is to effectively assess and qualify the opportunities they are spending their time and resources on. However, in most cases the concept of opportunity qualification is ignored or misunderstood. In this module, designed more specifically for approaching bigger more complex deals, participants learn the fundamental principles behind qualification and ways to improve customer service, grow their revenue and reduce cost of selling. participants also will learn a highly effective and objective qualification assessment and scoring framework to help maximize business impact.|
|Selling is often seen as a transactional activity focused on short term engagements and high volume of activities. However, when it comes to driving opportunities with larger revenues and complex engagements with multiple stakeholders and complex buying processes such as selling to larger companies or government, the tactical approach often fails. In this module attendees will become exposed to a more strategic approach to selling that involves more planning, more learning and more complexity. Attendees will learn about many of the skills and disciplines needed to be successful in large account selling.|
|With enterprise selling and larger client engagement sales executives need to think and plan harder and take more deliberate and calculated actions. This is only possible with sufficient planning and foresight. In this module attendees will have the chance to build their annual and quarterly plan with clear goals, activities and milestones.|
|One of the biggest factors that separates strategic, more complex selling from smaller, transactional selling is the fact that sellers have to manage multiple people (stakeholders) involved in the purchase, which often hold different or even opposing views and priorities. having the ability to effectively manage and influence these stakeholders is crucial to the overall success of the sales. Participants will understand the complexity of managing different stakeholders and ways to effectively engage and influence them throughout the engagement|