Manage the Pipe
The Market Visit™ LIVE!
with Bill Walton
WHAT CLIENTS ARE SAYING:
“Finally, sales support focused on what I’m experiencing.”
“Great lessons, easy to understand. Bill is captivating.”
“Very fresh ideas, made sense, good steps presented. It sets a new foundation for me.”
“Bill Walton gets it. I have taken selling courses before, but this is a totally new approach.”
“I loved this fresh new approach to self and team improvement. Thank you for engaging our office.”
Bill Walton Sales Training introduces a high impact, affordable way to achieve rapid, break through sales results... The Market Visit™
Part coaching, part training, part motivation, Amazon best-selling author, Bill Walton comes to you to support your regional sales growth efforts!
THE MORNING:
A unique combination of small team pipeline coaching and business-building recommendations.
THE AFTERNOON:
Issue-specific training for immediate application.
A DAY OF ENGAGEMENT AND RESULTS!
✓ Team-based pipeline reviews
✓ Lead nurturing helpful hacks
✓ Message creation and feedback
✓ Market penetration ideas
✓ The proven training content you need
Contact us to learn how we can make this program your own unique experience for your company.
Building a Sales Pipeline
WHO WILL BENEFIT
Building a Sales Pipeline is for anyone who's sole responsibility is revenue generation.
DELIVERY
- 3 hours
- Self-paced option
BUSINESS CHALLENGE:
Organizations focusing on sound pipeline management are increasing sales by as much as 15%. The best articulate how their customers come into contact and what's required to nurture leads to purchase. A sales pipeline should be a snapshot of where your prospects are at all stages of the sales process. Done well it’s a direct reflection of your prospect’s “buying” process and can act as a sales forecast.
THE FOCUS
Building a Sales Pipeline is designed to help participants learn how to order, structure and impact their sales pipeline velocity. BWST provides the techniques to list, codify and advance opportunities while showing how pipeline math points to required sales activity. Salespeople will learn to leverage pipeline management techniques to achieve sales goal and apply strategies for nurturing and advancing opportunities
KEY CONTENT
- Calculating your close ratio and pipeline velocity
- Qualifying opportunity at every pipeline stage
- Nurturing leads and accelerating prospect conversion
- Improving sales pipeline velocity
OUTCOMES
By attending Building a Sales Pipeline, participants will be able to:
- Form a snapshot of their business at any point in time
- Understand the activity required to meet sales quota
- Source and segment leads worthy of pursuit
- Explain the impact of converting leads to prospects
- Optimize their time by applying effort to qualified opportunities
- Improve close ratio's by knowing how to nurture opportunity
- Apply proven techniques to improve sales pipeline velocity
Contact us to learn how we can make this program your own unique experience for your company.
Win/Win Negotiations
WHO WILL BENEFIT:
Win/Win Negotiations is for all sales and account professionals, especially who manage existing client relationships.
DELIVERY
- 3 hours
BUSINESS CHALLENGE
Salespeople invest a lot of time earning customers' trust and goodwill. Most have done their homework, have aligned with customer business issues and have shown authenticity around individual stakeholder need. But as salespeople approach the close, they're seeing the dynamics of the relationship changing. Salespeople need to be ready for demands of a "better deal" and terms concesions- concessions that can impact their company’s margin and erode profits.
THE FOCUS
- You can negotiate effectively and preserve the relationship
- Each one of us has a negotiating style - the key is to align
- Negotiate on positions (underlying hopes) vs. interests (surface demand)
- Every customer demand earns you the right to ask for a concession
- How you concede is just as important as what you concede
KEY CONTENT
- Knowing your market: market rates, pricing, terms and timing
- Assessing the negotiation style of clients and yourself
- Applying a demand/concession mindset to any negotiation
- Recapping the cumulative value in relationships to mitigate exceptional client demands
- Arranging for relationship reviews to anchor client value ongoing
- 90 days of case-by-case negotiation coaching
OUTCOMES
- Apply a negotiation strategy with any client
- Demonstrate the ability to ask for concessions upon client demand
- Discuss how to acknowledge and address significant "asks"
- Preserve the relationship while addressing client needs
- Create a collaborative tone in negotiations
- Establish and reinforce guardrails around what NOT to say
- Gain greater comfort when engaging in concession conversations
- Follow a framework for fully understanding client demands
Contact us to learn how we can make this program your own unique experience for your company.
BILL WALTON SALES TRAINING
Bill Walton Sales Training is a Client Acquisition training and coaching firm with over 25 years of experience in helping sales and account professionals achieve Trusted Advisor status.
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