Capabilities Overview

Finding Customers: Sales Strategy and Planning Exceptional Sales Performance Leveraging Your Time Improving Customer Relationships Developing Competitive Account Strategies Assessing the Relationship Productivity Planning Territory and Account Planning Motivational Selling Strategic Prospecting Generating Qualified Leads Planning for Contact Making Contact

Winning Customers: Interpersonal Selling Skills Consultative Skills: For Customer-Driven Sales Conversations The Selling Process and Driving Principles Fundamental Selling Skills Handling Objections Opening and Concluding Sales Calls Advancing the Sale: Capability Statements Exploring Needs Consequences and Payoffs Exploring options Presenting Solutions Closing the Sale Presentation Skills: Gaining Customer Commitment Delivering Effective Sales Presentations Presentation Skills Presentation Tools Handling Challenging Situations Team Sales Presentations Sales Negotiations Key Concepts - Discover Assess and Persuade Negotiation Skills Roundup Competitive Situations Preparation and Follow-Through

Keeping Customers: Enhancing Relationships Conducting Conversations at the Senior Level Introduction What Makes Customers Buy Advanced Conversation Skills Practicing Conversation Skills and Tactics Planning for Improvement Developing Conversation Strategies for Senior-Level Customers Introduction Research Findings Four Types of Customers Developing the Conversation Strategy Practicing the Conversation Strategy Planning Your Conversation Strategy Dynamic Selling Introduction Thinking Strategically Managing Information Advancing the Relationship Orchestrating Resources Managing Information: Mastery Level Advancing the Relationship: Mastery Level Orchestrating Resources: Mastery Level Talking Results with Customers Three Steps for Talking Results with Customers Creating the Value Tree Potential Results Analysis Developing Talking Notes Senior-Level Selling: Achieving Business Results Talking Business Strategy with Customers Developing Conversation Strategies for Senior Level Customers Conducting Conversations at the Senior Level Talking Results with Customers Winning Through Sales Innovation Talking Business Strategy with Customers Fundamentals of Strategy Five Key Elements of Strategy Strategy Notes Templates and Job Aids

Strategic Account Management Account Team Leadership Team Buy-In Team Development Team Mobilization Developing Conversation Strategies for Senior-Level Customers Introduction Research Findings Four Types of Customers Developing the Conversation Strategy Practicing the Conversation Strategy Planning Your Conversation Strategy Executive Selling Financial Fundamentals Talking Business Strategy Developing Conversation Strategies Conducting Conversations with Executives Talking Results with Clients Winning Through Sales Innovation Planning for Key Accounts Introduction Gather Information Analyze the Situation Identify Opportunities Develop Account Goals and Action Plans Implement the Plan Planning for Premier Accounts Introduction Your Account Plan Your Opportunity Plan Putting Plans to Work Winning Through Sales Innovation Review Sales Research Findings Exploring Innovative Solutions Catalysts for Thinking Innovatively Role-Play

Sales Management Strategic Sales Management: Aligning Your Salespeople with a Strategy Common Challenges Faced by Sales Leaders Best Practices for Aligning and Mobilizing Groups Case Study: Aligning the Sales Force Strategic Sales Management: Building Internal Relationships to Serve Customers Three Steps to Improving Cross-Functional Relationships Working With Other Teams Tactics for Team-to-Team Negotiations Managing Consultative Skills The Consultative Selling Process and Skills Providing Feedback on Consultative Skills Coaching for Effective Sales Calls Strategic Sales Management: Developing a Sales Force Strategy Sales Force Strategy: Key Success Factors Forumulating the Sales Force Strategy Communicating the Sales Force Strategy