Whether an owner or independent rep, you’re the tuna in the sandwich between demanding principals and customers. It’s easy to feel. MORE
You’ve been through lots of changes. You have a vision for what your company could be—if only your employees and teams could make that leap MORE
Too often engineers and tech people just like you have
Your company sells B2B products and/or services and you’re looking to move you sales teams to the next level MORE
Drive Revenue to YOUR Business
SalesWise Academy helps leaders and members of their technical sales and sales support teams work together to get the results that make them proud. Our members receive short, easy-to-apply lessons on strategically chosen topics.
Your invitation to this week's lesson:
Wed Sept 28th
Tools to take your sales to the next level
How many "stuck" opportunities are you struggling with right now?
Research shows that the most effective way to promote functional decision-making within a group of customer stakeholders is to engage them in collective learning. Collective learning is when stakeholders interact with each other to explore, debate, and build on each others perspectives, finding points of agreement and arriving at a shared decision.
If you can successfully facilitate collective learning, the likelihood of closing a high quality deal goes up by 20%, and your ability to boost customer willingness to pay a premium goes up by almost 70%. That’s pretty incredible, given the price pressure suppliers are feeling today on even their most complex solutions and unique offerings. Collective learning also has a direct impact on customer’s willingness to buy more from you in the future. It is highly worthwhile to learn how to become a good facilitator of collective learning.
It’s rare to find any sales organization that formally trains facilitation skills. However, if sales reps hope to effectively connect stakeholders to each other, much of that work will likely constitute facilitating conversations and debates rather than conducting presentations.
For our SalesWise Academy members, our focus on Wednesday, Sept. 28 is about:
- Why and how developing strong facilitation skills, in addition to selling skills, can help you help your dysfunctional customers move towards functional, so they can make buying decisions
- The two key facilitated activities to engage customer to collective learning
- Moving your “stuck” opportunities to unstuck
NOW is a good time to find out more and enroll. Click on www.saleswiseacademy.com
You are going to love what you learn! Feel free to forward this email to others in your orbit who could benefit from this type of professional development.
The program is run by the president of SalesWise, Nicki Weiss. Technical reps, sales engineers, and leaders of technical teams who have participated in the SalesWise Academy say their customer interactions are now more positive and productive, and feed their bank accounts more easily. You are going to love what you learn!
Don’t just take our word for it:
“By applying what I learned in the SalesWise Academy, I recently uncovered two whale sized opportunities: one is worth $2M…the other could be worth $30M or more. This is a very effective program.” Taylor Veleke, Field Applications Engineer, Mel Foster Company
“I love this program. My team is regularly making progress because I am becoming a more effective leader. The leadership audios and open mics give me ideas and confidence to try new leadership practices. I am delegating more, have included learning and role playing into our weekly team meetings, and started 1:1 coaching. These are practices I knew were important, but wasn’t doing. Our team is now consistently going from good to great, and from great to greater.” Martin Carter, President, CheMarCo
“The SalesWise Academy content and process are excellent. We have sales managers, account managers, and engineers in the program. We sell highly engineered forged solutions. Our selling skills, strategic thinking, and ability to be more effective with our customers has definitely improved.” Tony Biell, Director of Metallurgy, Scot Forge
“My team is more skilled and more confident since we’ve been participating in the SalesWise Academy. And I have new ideas to make me a better leader.” Matt Tofanelli, Owner, EMT Engineering Sales, Inc.
“The SalesWise Academy has helped our field applications engineers become extremely effective with our customers and the reps they work with.” Mike Swenson, President, Mel Foster Company