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Sales Ready Messaging®
Sales Ready Messaging® arms salespeople with a proactive methodology to lead conversations based on business issues, rather than just reacting to a prospect's questions about the product. The foundation of a meaningful dialogue between seller and prospect should focus on how he/she can use your offering to solve a problem, satisfy a need, or achieve a goal.
We offer a hands-on workshop that teaches participants how to develop Sales Ready Messaging® for all marketing collateral elements. This includes the support tools for the specific culture and defined sales process of his/her individual organization. Each step in the sales process requires some form of Sales Ready Messaging®.
Participants learn what Messaging is needed, the purpose of each Messaging component, how to deliver it, to whom, and at what point in the sales cycle. The workshop objective is to transfer the skill of developing Sales Ready Messaging® to members of the marketing team, so that they can use these skills in every marketing collateral element: web sites, white papers, product descriptions, case studies, reference stories, emails, newsletters, prospecting letters, and telesales scripts.
Participants apply their learning in skill practice units that involve role-plays and new tool development. They also perform an "extreme makeover" on actual, existing collateral that is currently being used in their organizations.
Attendees should include any and all members of a marketing team, such as, corporate communications teams, product managers and marketers, field marketing teams, content teams, and so on.
Sales Ready Messaging™ Tools include:
- Targeted Conversation Prompters
- Customer Correspondence
- Prospecting Tools (Click here to download the Prospecting Tool)
- Company Positioning Prompters
- Success Stories
- Success Measurement Templates
- Negotiation Prompter
CCS® Management Training and Development Tools
We work with management at all levels to help them define and manage the sales process, teaching sales executives how to assess and develop the talent of their sales people through coaching, manage to the established sales process, and build and maintain a qualified pipeline. The workshop provides these capabilities for executives at all levels.
Management Tools include:
- Rep Assessment and Development Plans
- Pipeline Development Tools
- Pipeline Management
- Opportunity Trackers (LEAP)
- Coaching by Skill Process
Large Enterprise Account Plan (LEAP)
Enterprise selling requires the alignment of multiple parties and resources, not only for coordination between seller and buyer, but also between seller and his/her own internal sales organization. Our LEAP tool helps front line sales people stay on track with their opportunities, while providing other internal support services and management with visibility into the accounts, facilitating coordination between internal departments for sales support.
This document also provides a measurable process for forecasting based on specific deliverables required at each milestone. As individuals follow a best practice process that is measurable and repeatable the LEAP tool doubles as a forecasting tool for management, ultimately driving top line revenue growth.
Click here for more information about our Tools.
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