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Sales Skills Coaching (COMMUNICATION CHANNELS (Discovery Calls, Follow up…
Sales Skills Coaching
COMMUNICATION CHANNELS
Discovery Calls
Follow up calls
Post Mortem
QBRs
Phone vs Email
Workplace
Discovery Call
Show
validate research
be humble
be precise and prepared
Know
identify goals
active listening
open questions
impact questions
clarify points
BANT
Competitors/SOW
story telling
selling to the person in the room
clarify pain points
Grow
Prep Work
call preparation
building pipeline/funnel
ask/probe/confirm/close
prospecting
Call Goal Setting
Objection Handling
Solution Building
MANAGING BOOK OF BUSINESS
Account Segmentation
Account Priorization
Account Planning
Executive Summary
Org Chart
Business Objective
Key Stake Holders
short term goals / long term goals
Share of Wallet
BCG
SWOT
personal BoB tracking
PRESENTATION SKILLS
Slides
Story Telling
Presenting
Q&A
TRUST
WIIFM (Whats in it for me)
Value for Client? For us?
being accountable
on time
deliver results
be humble
Relationship Building
STRATEGY
Quarter
Half Year
Year
CALL Scheduler
(days per quarter, calls per quarter, PTO)
XFN ENGAGEMENT
MarSci
Creative Shop
SMB NA/APAC
ASKING QUESTIONS
role playing
question techniques
open questions
BANT
TBD