Getting your sales team fired up and ready to win is the goal of every sales kick-off. Why, then, does it seem like every year ends up as the same set of product-based breakouts where your salespeople learn all about what they’re selling, but not how to actually sell them across the range of scenarios they face?
It’s time to put your sales kick-off in context. That means addressing the many different types of selling situations your salespeople face, and giving them the right messages, content and skills to meet the distinct requirements those situations present. This eBook, Putting Your Sales Kick-off In Context, shows you how to create situational training experiences for four critical selling situations that take place across the buyer’s journey.
Learn what skills and techniques you need to address in training breakouts for when your salespeople need to:
- Disrupt status quo bias and convince prospects to change
- Create enough differentiation to protect premium pricing
- Build consensus among executive decision-makers for complex solutions at higher price points
- Ensure renewals and communicate price increases