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March 29 @ 9:00 am - 1:00 pm
Sales ABC (Always Be Closing)
(3 sessions, 4 hours each)
Entrepreneur’s Toolkit Workshops are experiential, hands-on workshops facilitated by experienced entrepreneurs. The workshops offer venturestools, mentoring and peer feedback to solve specific problems and develop essential business components.
In each four-hour session you will generate a deliverable that you will use frequently in the business development process.
What will you get out of the Sales ABC workshop series?
March 29, and April 5, 2019 from 9:00a.m. to 1:00p.m.
The Sales Canvas Framework and the Sales Funnel
This session will introduce the Sales Canvas Framework, which encompasses all aspects of inbound and outbound sales activities, and how these activities relate to moving customer prospects through the sales funnel.
You will get the opportunity to explore the “Leaky Sales Funnel,” learn about cold calling techniques and practice managing individual sales opportunities to turn leads into prospects.
Deliverable: Techniques to book, prepare for and conduct a sales call
The Customer Sales Meeting
This session will focus on how to move customers’ leads through the sales funnel. In preparation for your customer sales meeting, you will get the opportunity to identify various customer stakeholders, learn new negotiation tactics and practice managing individual sales opportunities to successfully turn customer prospects into sales.
Deliverable: A Sales Process and Stakeholder Management Chart to prepare you to meet with your customers
Analyzing and Managing the Sales Process
The final session will focus on the technical aspects of measuring the sales process to improve the quality and quantity of sales activities and make changes to become more efficient in closing sales.
You will define the stages of the sales cycle for your customers and map out your sales pipeline with some sales cycle probabilities. You will learn about how to define, track, analyze and manage your sales process.
Deliverable: A spreadsheet approach to tracking sales with sales funnel data for a prospective customer
Doors for this workshop open at 8:30am and facilitation begins at 9am.