B2B Solution Selling:
From Strategy to Execution
The B2B sales profession is disrupted in the information age. Customers are more well informed and no longer require a 'walking brochure' sales person. Sales people nowadays are challenged to add significant value in addition to being relevant to the customer and the buying process.
Sales people need to transform from an information provider to a value creator for their products and services. There is also a need to move the Sales Person from a relationship based sales approach to a value and solution centered sales methodology
FulQrum's solution selling workshop and training provides a framework for new and seasoned sales professionals to develop new sales opportunities using proven methodologies used by global companies localized to the ASEAN business environment.
The workshop will focus on STRATEGY, METHODOLOGY and EXECUTION of solution selling.
Duration: 2 Days
Who Should Attend
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Sales people , Marketing Executives , Business Development Executives and their Managers will find the workshop useful to develop and execute a repeatable sales process and methodology.
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Our Start-up entrepreneurs clients selling in a B2B environment will find the workshop helpful to give them a solution perspective to selling their product or service
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Our workshop can be scaled and tailored for application to nearly every industry and selling situation – from short transactions to extended, complex opportunities in a Business to Business (B2B) sales environment.
We believe in CLOSE ENGAGEMENT
We limit our workshop to a maximum of 9 people per session to give adequate attention to our participants and provide a conducive environment for sharing. We are NOT a sales seminar. We encourage people to come in pairs when possible.
Workshop Outcomes experienced by our attendees
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Clearer understanding of the role of a solution sales professional and alignment with organizational objectives
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Better sales engagements by being able to Identify customer buying stages and develop different strategies
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Find proven ways to gain entry to new accounts and opportunities
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Give awareness to the customer by uncovering customer pains and developing needs
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Bringing a Value proposition to customers to address pains & needs
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Planning a purposeful & successful sales call
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Better Deal status & Forecast management
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Ability to self-correct and realign in different sales scenarios
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Our Approach
Our workshop is based on a combination of several globally proven sales methodologies adapted to the local business environment. The workshop is developed and run by our facilitator with 30 years of B2B enterprise sales experience in ASEAN, Australia and New Zealand
