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Winning Complex Sales™ (WCS)

Improving your chances of winning through an effective sales process

Workshop Benefits

  • Increase revenue – by improving action plans in live cases
  • Improve win rate – by identifying and eliminating sales process deficits
  • Better teamwork and coaching – using a common language for opportunity management
  • More accurate forecasts – through better control of the sales process
  • Improved resource utilisation – through better qualification and focus on the right projects
  • Maximise long-term impact – by ensuring that the concepts become part of daily practice

Overview

Winning Complex Sales™ workshops are designed to help account teams analyse and improve their sales process in current opportunities. Working in small teams, participants create an Opportunity Roadmap outlining a concise strategy and action plan that guides the team to success. The practical, easy-to-implement methodology and supporting tools help participants to quickly incorporate the concepts into daily business, resulting in short and long-term improvements in sales performance.

Who should attend?

The workshop is targeted at sales professionals. For optimal results, complete opportunity teams should attend, including account managers, sales managers, pre-sales specialists, and consultants.

Workshop Contents

  • Understanding a customer’s formal and informal decision making process
  • Developing personalised value propositions based on customer needs
  • Improving opportunity team communication
  • Gaining trust and credibility at multiple levels in the customer’s organisation
  • Gaining access to the customer’s complete buying center
  • Securing the sale and accelerate the buying process using compelling business cases
  • Obtaining customer commitment to a joint action plan for the sales process
  • Improving project qualification to determine which opportunities to focus resources on
  • Analysing wins and losses to prevent poor sales practices from being repeated
  • Managing selling time to achieve short, medium and long-term goals
  • Staying ahead of the competition by converting training into action

Duration

The 2 - days workshop starts at 9 a.m. on the first day and ends at 5 p.m. on the second day.

Participant Preparation

To maximise the benefits of this workshop, participants complete a short assignment in which they analyse wins and losses and describe their current position in 1-2 important opportunities. Participants apply the workshop concepts directly to the opportunities submitted.

Facilitator

ITC’s trainers all have a successful selling background and several years of experience in using our methodologies. All information exchanged in the workshop is held in strict confidence.

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Who has been trained in our concepts?

An extract of the companies for which we were already operating successfully. Show all clients.
Our clients

How customers speak about us

The best reference for the success of our training methods are our satisfied customers:

“The best sales training I ever attended, including various trainings during my years in the US. He is a real expert. I would like to take more courses from him.”

Sales Engineer, IT Company
Ankara

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