Virtual Selling Program For B2B Sales Team
Today's B2B Sales requires, the salespeople to wear multiple hats,
Buyer First:
Buyers have various options today and you need to exhibit Buyer First principle to get connected
Build Trust:
You cannot sell services, you need to offer value right from initial meetings to build trust
Prospect on multi-channels:
Getting appointment & client engagement requires multi-channel & multi-touch points
Using the right set of virtual selling tools
Using telephone, video, e-mail seamlessly is key to discovering needs, presenting and closing sales
Virtual Selling Playbook For Sales Growth In 2022
For Sales Pipeline Creation
Multichannel Prospecting
- Research the right market, target audience, and build the customer avatars
- Engaging the existing and new buyers and exploring the opportunities with the right messaging and value proposition
Generating appointments
- Adopting the multi-channels to engage buyers using LinkedIn, E-mail, Telephone using scripts, automation.
- Nurturing prospects, existing buyers with multiple touchpoints, and leading with the value
What Salesforce will discover?
- New ways to adapt to the current market reality
- The strategy to engage clients that Top 1% of salespeople adopt
- Leveraging LinkedIn to connect to decision-makers
- Personalized messages to nurture leads & generate appointments
- Engaging new buyers seamlessly with telephonic skills
- Exact scripts, tools will be developed during trainings
For Sales Pipeline Conversion
Engaging buyers remotely
- Overcoming initial meeting resistance with buyer research and rapport building techniques
- Discovering the needs of buyers remotely with skills of questioning, listening, and handling initial objections
Communicating value remotely to Buyer
- Presenting the solutions, demo's in a persuasive way using video
- Handling objections, negotiations, and increasing closing ratios with proven methods and a follow-up system
What Salesforce will discover?
- Build rapport & discover the client’s needs remotely
- Communicate value with remote presentation styles
- The key persuasion|influence skills to connect to buyer emotions
- Tools & Techniques to handle real sales objections
- Ways to manage common pricing challenges with negotiation tools|skills
- Having a well defined automated follow-up strategy to close sales faster
9 Core Modules For Gaining Appointments To Closing Sales
The need for remote selling
- Introduction to new market reality
- Understanding the new buying behavior (Deferred vs delayed buyers).
- What do buyers expect from sellers in today’s market?
- The skills |tools |knowledge | attitude required for sellers to succeed
Leading with Value
- Why lead with value?
- Build trust & authority so that clients rely on you for information.
- The types of sales content that help to connect with buyers.
- Demonstrate as an expert, problem solver to the buyers
Making presentations remotely
- Key preparation checklist for remote presentations.
- What the brain triggers | persuasive words to hold buyer attention.
- 3S of presentation |demo to be followed to get the buyer to say YES
- The skills, tools for making remote presentations
Knowing your target market
- Why building a sales pipeline starts with prospecting.
- Identify your target market |niche |USP.
- Creating your customer mapping | value identifiers
- Building a sales pipeline using LinkedIn & Email
Multitouch messaging
- Lead nurturing- using multitouch points
- Creating messaging playbook to engage new buyers, existing buyers
- Opening the conversations on the telephones
- Using of insights, voice tone, rapport to engage prospects
Handling sales objections
- Develop the key skills to manage sales objection remotely.
- Advanced NLP tools & processes to manage objections.
- Have ready scripts to handle most common objections
How to leverage LinkedIn to create brand|authority (Optional)
- Optimizing LinkedIn profile to get buyer attention.
- Building the expert status and brand to get decision-makers attention
- Using LinkedIn to build a high-level prospect database & engaging
Engaging buyers remotely to discover needs, pains
- The art of preparing the remote sales call.
- Art of building rapport in the first call to gain trust & likeability.
- The skill of asking questions to understand buyer situation.
- How to gaining commitment from buyers for presenting soln.
Overcoming price resistance & Closing Sales
- What is the key to managing price challenges remotely?
- Overcoming the price resistance of buyers asking low price| discounts.
- Way to position the solution that leads to closing seamlessly.
- The closing techniques to increase winning rates
PS: The exact modules and topics to be covered for your sales team will be decided during our call. We will jointly identify the relevant modules that are required for your business type and situation. Program’s will be delivered for minimum 5 to maximum 8 modules.
HOW IT IS DONE?
We deliver the program that gets you maximum return and the best possible investment. Depending on the time and investment you are willing to commit, 3 different options we offer when it comes to delivering our training
100 Days Sales Transformation
3 Step Implementation Model To Drive Sales Team to Higher Growth
1. Pre-work & Kick-off
We believe an initiative of this nature requires strong pre-work. The pre-work sets the stage for participants to the learning curve. We propose 3 stages in pre-work
- Assessment: current Lead Gen| Sales |Technology assessment to gain an understanding of the current situation and improvement scope areas.
- Goal-setting: Team will be motivated when the outcomes are set at the beginning. We suggest all the team members prepare a 90-day goal-setting to orient their learnings towards the outcome.
- Project Kick-Off: One Hour kick-off session to set the expectation, the methodology, and the schedule of the development initiative. Pre-training activity for the first session
2.1 Virtual Instructor-Led Training Tools | Training customized to your business
Each module is delivered over 90 minutes with a clear outcome-based objective. During the sessions, the program is highly interactive with polls, group sessions, and role-plays. All that team needs is a good internet connection and zoom application.
The modules we have defined are based on current challenges in the market and tested across different industries.
2.2. Actionable tools | templates to implement
Teams are given assignments, actions to be implemented. This can be making cold calls, video presentations or coming up with magnetic content. Each of the activities is insightful and immediately applicable on the field.
2.3. Support & Accountability
Have a question at any time going through the training or while taking action on what your team learns? We have a support system in place to help guide the answers in need (e-mail, implementation support calls, community)
3. Implementation support calls
Monthly we will have coaching calls, where we understand the challenges, review progress, and share insights to implement. Also, review any use cases that require attention.
Our customers love us
9.3 *
Participants give us an average rating of 9.3 on 10 (From 1562 participants)
How practical are the programs?
"My learning on the sessions are both confirmatory and new learning. It confirmed that the majority of what we are doing is inline, some needs to add some more efforts (Introductions, Preparation, Asking Questions, Listening, NLP, emotional selling) which was given focus and highlighted. New Learnings on Linkedln and how to use it to our advantage, how to manage Virtual Meetings and useful points where we can apply in other social media platforms, which plays a major role in the business at present."
- Rico, JJ LAPP, Philippines.
Will it help my sales?
"It was a very relevant and much-needed training experience. Have brought about a new dimension in the way we think and approach the customer. Gaining confidence and self-belief and to have a structured way of doing things
- Samir Vora, Manager, QodeNext Technologies, India
Patrick Delgado, Inside Sales Team Leader, JJ Lapp , Philippines
Proven Tools & Templates to Help You Succeed
Tools for Pipeline Creation
- Prospect Mapping | Value Identifiers Template
- LinkedIn Profile Optimization Checklist
- Magnetic Creation Checklist
- Campaign Tracking Worksheet
- Prospecting Objections Guide
- E-mail & LinkedIn Scripts for engagement & follow-up with buyers
- Telephone scripts of opening calls
Tools for Pipeline Conversions
- Telephonic Engagement tools (Rapport, Listening)
- Sales Meeting Preparation Sheet
- Asking Questions (Top 20 questions)
- Making Presentation - 10 step template
- Remote presentation tools -study guide
- Objection Handling Flashcards
- B2B Price Negotiation Checklist
- Many more..
Want to speak, book a time to speak GrowthAspire partner
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Let’s get moving.
We have 50+ may years of experience in helping B2B companies and sales team to achieve their sales growth aspirations. To fix your sales growth issue, let's talk.
Krishna G, Partner, Sales Trainer & Coach, 91-9686456168
Free Report: Top 20 Trends of B2B Sales Guide
We've got A's for your Q's
How the program is delivered?
The program is delivered in virtual instructor-led training over zoom or other video platforms. The program is highly interactive with polls, breakout rooms and clear action items end of courses. The sales team will have to complete work items at an individual or team level before the next session.
What content is being delivered?
We have identified core modules for building sales pipeline, engaging clients, communicating value, closing sales all remotely. We can offer only pipeline creation or conversion modules and we customize based on your needs. Let's get on call to understand more.
How do I know it's for for our business?
We have experience of working with 20+ industries and our program addresses common sales challenges. At the same time, we do customization that is required to address industry-specific challenges. Let's get on call to understand more.
What is the minimum batch size?
For Virtual instructor-led training, we require a minimum batch of 6 and maximum of 20. If you have more than 20 we do conduct multiple batches
What are the reinforcement/implementation support sessions?
The reinforcement session is done to support the sales team to apply the tools, skills to daily sales calls. Also, it helps to set the new sales process if it is defined. These sessions are done for 1 hr and monthly conducted over 3 months.
How practical the training is?
The objective of the training is to make 100% practical. We provide the tools, templates that helps managers, sales team members, and management to give a clear idea of how to implement the learnings and measure progress.