Sales Training
How to Sell Complex Solutions to Increasingly Demanding Customers
Selling Complex Solutions To Demanding Customers Isn't Easy!
70% of b2b companies that sell to enterprise accounts say that close rates are decreasing while sales cycles are increasing
Sellers spend 59% of their time on non-selling activities – focusing on the wrong things!
Only 50% of the information buyers need to make a purchase decision comes from salespeople today – so the time you have to influence buyers is short!
How We Equip Your Sales Teams
40% of Salespeople say prospecting is their most challenging part of the job. You need to know your customer – but most salespeople waste time second-guessing themselves on how to focus their efforts, where to focus in an account, and what to say that’s compelling. Add to that other internal “stuff” and less time is spent in front of customers than is needed to generate high-quality leads and close revenue.
With our background in Sales Leadership and Training, we know that teaching skills is only part of the recipe for success. Our revenue engine sales training provides the skills, and tools needed for successful B2B sellers, along with the techniques to change their mindset and behaviors, to deliver long-lasting results.
Skills
In addition to the traditional sales skills of demand generation, qualification, value presentation, and closing techniques; we help your salespeople recognize and adapt these skills to the non-linear buying process.
Mindset
Having learned how to sell to the changing world of the buyer, it is essential that you have the mindset to apply them. We provide post-training reviews and coaching sessions to ensure that these new skills stick.
Tools
Our unique framework provides your salespeople with the tools and techniques required to manage both internal and external sales activities, stakeholders, and processes.
Core Selling
Where to spend your time and how to approach an account.
Focus on Your Customer
Change focus from “your product” to your customer.
Customer Analysis Framework
How to research and understand your customer.
Business Objectives
What to say, and when to say it.
Value-based Conversation
If you can impact your customer’s customer you bring value.
Relationship Management
How to manage the stakeholders.
Strategy
Presenting, Nogotiating, and Closing.
Credibility
Develop credibility & trust
Opportunity Management
Manage the internal and external processes required to close the deal on time and on value
200% Faster Close Rates
huerdo helped create key business processes that lead to a 200% faster deal close rate in our business. They helped us drive a level of growth into the organisation; both in terms of the individuals and their confidence in the way they approached their business, and also increase in the size of our revenue, deals, and the direction of our organisation.
Frequently asked questions
Most frequent questions and answers
What does the training include?
Twelve hours of hands-on sales training modules delivered exclusively to your sales team at the date/time of your choosing.
Is there follow up after the training?
All training is concluded with a group assessment. The results of which will provide the input for five hours of group sales coaching.
Where is the training delivered?
We deliver the initial training in-person and typically on your premises. Our follow up coaching is done remotely.
Can you deliver the training online?
Yes. If you have teams that are spread across the country or globally, and you want to receive the training virtually, we can customise and deliver it as live online sessions, so that there is no travel involved.
Do you customise the training?
Yes. We integrate your products and/or services, assess your current selling method and process, and tailor the topics to your business needs.
How much does the training cost?
All training is customized to your specific needs. For this reason costs may vary. You can make an appointment to discuss your specific needs here.
For every dollar a company invests in training, it receives about $4.53 in return – which is equivalent to a 353% ROI.
Contact huerdo for a free sales training consultation with no pressure to commit!
Would you like to generate high quality leads?
Make an appointment to discuss how we can help your go-to-market teams triumph!