How to sell more in 2023
and beyond

- Identification of historical sales best practice relevant today
- Understanding of best sales tactics to use
- Recognition of characteristics of ideal salesperson for industry
- Understanding own ‘partnering intelligence’ (PQ)
- Plan to develop own PQ
- Introduction to tools to support learning

- Profiling of accounts to spend time with
- Understanding and creation of value proposition
- Generation of prospecting/land and expand activity
- Development of email templates
- Appreciation of using video messaging

- Prepare a plan to understand account
Define objective for sales growth
Map decision making unit (DMU)
Conduct SWOT and MegaSWOT
Survey competitive landscape
Plan actions
- Refine value proposition (based on ‘Value Pyramids’)
- Consider market change drivers as potential for new business
- Begin to build ‘Personal Brand’ as go-to individual in the sector

- Use structure to prepare and undertake effective meetings
- Develop questioning skills to facilitate better discussions
- Provide insight and perspective to help customers to think
- Understand the tools and techniques to sell virtually

 - Prepare more effective proposal documents
- Design more interesting and stimulating presentations
- Use visual aides more effectively
- Capture the power of story telling
- Position the customer as ‘hero’
- Develop messages to reduce fear, uncertainty and doubt
- Handle objections elegantly

- Understand principles of negotiation
- Learn how to prepare to negotiate
- Trade variables to achieve mutually beneficial outcomes
- Develop a contact plan to strengthen relationships
- Use Quarterly Value Review to grow business