Aware of all our Offerings?  

As we begin the New Year, we thought it would be helpful to highlight a few training workshops that you may not be aware of. We recently introduced these workshops to address specific steps in the sales process that are particularly challenging to Sales and Marketing professionals. They are stand-alone workshops that can be delivered on their own or to reinforce the CustomerCentric Selling® sales methodology.

·   CustomerCentric Messaging® Workshop. According to the AMA and Aberdeen group, "Up to 90% of collateral created by Marketing is never used by Sales." That's because much of the collateral focuses on what the product is but doesn't address why the customer should buy it. This causes salespeople to develop messaging "on the fly." And, unfortunately, "80 to 90% of customer-facing content created by Sales is inaccurate and dilutes the brand."

This hands-on workshop teaches participants how to develop CustomerCentric Messaging® in every element associated with marketing collateral, including the sales tools that help sellers execute each step in the sales process. Read more...

·   Prospecting & Business Development™ Workshop. Let's face it. Prospecting is necessary, yet difficult and most salespeople HATE it! Consequently, Sales relegates lead management to Marketing or they engage in traditional prospecting methods that no longer work.

·   Sales Process Management™ Workshop. Ventana Research states, "When sales managers are used to reinforce sales training, retention is increased by up to 63%." Experience has proven, however, that many sales managers haven't been trained on the required coaching and reinforcement skills so the value realized from sales training is greatly reduced.  

If you'd like to receive additional workshop or registration information, reply by email.

Debra Swann, Pat Dougherty, Chris Kavanagh
Principals, SDK Sales Alliance