Relationship Building

 

Quickly build personal trust with your customers and clients.

Sales Productivity

 

Identify and create new opportunities through high-trust relationships.

Performance Management

 

Use technology to measure your business to business relationships.

Enterprise-wide Execution

 

Implement best practice relationship management enterprise-wide.

Relationship Capital

 

Measure, grow and manage your most valuable intangible asset.

Sales Productivity
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Does your sales team need to...

  • Drive the buying agenda?
  • More effectively leverage relationships into sales opportunities?
  • Become (and be seen to be) a continuous source of value?
  • Better recognize sales opportunities they can win and those they can't?
  • Know exactly where they are in every opportunity?
  • Build step-by-step strategies that win complex B2B sales?

Then we may be able to help you.

Sales Transformation

Sales is undergoing a transformation. Like products, it is becoming commoditized. The more salespeople attempt to differentiate, the more they look and sound the same. They ‘sell solutions’ and ‘offer unique value propositions’ to anyone that will listen.

But buyers have evolved. They were once dependent on salespeople for product data, but now they have the Internet. And by the time they engage with vendors, the decision process and criteria are substantially locked in. The key to sales effectiveness is to be engaged before that happens, which means targeting the right opportunities rather than the right buyers.

Opportunities are ‘prospective’ buyers that have problems or challenges impacting their ability to achieve their professional and personal goals; they don’t need products. They need value. Our advice to salespeople is to stop promoting, pitching and persuading and instead become an indispensable source of value in helping these people to achieve their goals.

How do you do that?

 

It starts with relationships. Salespeople once relied upon building those through the sales process, now there’s no time. Relationships create opportunities rather than occur as a result of them.

Opportunity begins by identifying the right people in the right organizations (those with power and/or influence) and building high-trust relationships with them. When you are trusted you gain insights into people’s needs and gain the credibility to become a valued Trusted Adviser. From that position you can facilitate the buying agenda.

 

The Sales Road Training Program enables salespeople to become effective by:   

  • Identifying Opportunities they can win and those they should avoid.
  • Following a step-by-step. process to win sales opportunities.
  • Identifying the key buyers and how and why they will buy.
  • Owning the buying agenda and facilitating the buy process.
  • Knowing where they are in every opportunity and if not, how to find out and decide what to do next.

Learn more about Sales Road...