Stage Two — Priming the Charges Stage Two Deliverables: Account Plan Template Training Handbooks and Instructor Guides Sales Process Map Highlighting Best Practices Techniques Stage Two Summary: Over the last five years there has been a significant change in customer buying behaviors. Buyers are smarter and better prepared. The decision-making process is more complicated than it has ever been. In order to be successful, salespeople need to be doing the right things at the right times. Sales technique needs to be ingrained. A common vocabulary needs to be established so everyone understands what a lead really is, what it means to have a qualified prospect, and when something gets included in a forecast. Most importantly, salespeople need to be coached on how to control the sale, what to do at each stage of the buying process, and how to always move the sale forward or qualify it out. The main benefit of this stage is that your sales team will be more effective. They will qualify more thoroughly, based on what they know instead of what a customer has done. They’ll understand the importance of building relationships and will improve their ability to establish credibility and engender trust. They will be given a customized Account Planning Template, which will help them communicate with management about the viability and the strategy of accounts. They’ll learn how to have effective proof presentations, whether these are product demonstrations, or simply white board sessions. We’ll also create a customized Sales Process Map, highlighting Best Practices techniques that will enable you to proactively analyze and navigate through the complex buying cycle. This is essentially a roadmap of the steps your team will take to manage the buying process in your prospect accounts. As each buying process is unique by industry and product/service, so will your sales process be unique. As a result, your salespeople will be successful more consistently and will always know what happens next. We package these deliverables in a Training Program that will yield the most effective sales effort and put in place a closed-loop sales and marketing system that will generate high-quality leads, better deal performance, and sales messaging that continually improves based on real-time feedback. We have extensive experience with many sales methodologies. We will work with you to optimize your existing methodology or implement one that aligns to your sales model. SalesPOP! believes that training should be based on real world scenarios. Throughout the process we work with you on active opportunities and strategies. We believe that this approach keeps the training session real and further validates that the Sales POP! optimization process works! Read about Stage Three next: Lighting the Fuse