Digital sales training

The New Consultative Seller

 

Learn the six essential disciplines for the consultative seller to master, in the new business-to-business buying environment.

Maximize development impact and lower cost, through bite-sized and 100% digital and virtual sales development program 

What

Consultive sales skills for B2B sellers, teams and individuals

Format

12 weeks; e-learning, virtual training & 1-1 coaching

Requirements

6-hour self-study & 3-hour training per month

Next program start

November 4th, 2020 (signups until October 1st)

Price

€2.995 / seat  (22.500DKK), Excl. VAT

About “The New Consultative Seller” program

Why consultative selling is paramount today

How to transform into consultative selling

Acquire the skills to succeed with B2B sales

  • Leading the sales dialogue with insights and value
  • Establishing and quantifying the case for buying
  • Navigating the complex buying process and orchestrating multi stakeholder buying committees
  • Taking advantage of new virtual and digital channels to engage more effectivley
  • Writing winning sales proposals and presentations
  • Negotiating deals for mutual benefit and the maintaining of relationships
  • Managing accounts for long term value maximisation and leading the account team

Program modules

1.

Value Based Selling

Create more sales conversations, win-more deals and command price premium by leading customer engagement with value

2.

Social Selling

Take advantage of new digital platforms for customer engagement, to prospect more effectively and strengthen your professional network

3.

Remote selling

Improve sales efficiency & effectiveness by leveraging new channels for conduct sales & account management meetings with new and existing customers

4.

Proposal writing

Improve proposal win-rates and ability to justify buyer investment with value based proposals and proposals for the executive buying committee

 

5.

Negotiation tools & tactics

Capture value and create win-win situations that benefits both seller and buyer, through structured negotiation planning & execution

6.

Account management

Grow account value, NPS and retention through a proactive approach to account management and the trusted advisor role

Development through blended digital learning

Consultative selling skills developed for each module in bi-weekly sprints, comprised of digital, virtual and 1-1 learning & development sessions

“New sales capabilities from which we are now seeing tangible business results”

Kathrine Bach

Chief Executive Officer, Anthill Agency

“Excellent job supporting the upskilling of our sales people” 

Bo Vestergaard

Commercial Excellence Director, Wavin

“Contagious enthusiasm and professional commitment”

Kristian Eiberg

Managing Director, RelationsPeople

What a module looks like for program participants

  • 1-hour preparation for each virtual training session (e-learning, pre-read & case preparation)
  • 2-hour expert led virtual training session
  • 30 min 1-1 coaching session by course leader on certification tasks and practical application
  • 4-hour post-training practical application for certification (e-learning and capability demonstration)

6.5-hour investment in learning and development per module with high flexibility

Higher impact and more cost effective way for salesforce development

Expert-led

Personal & professional development facilitated by B2B sales expert 

High impact learning

Training structured in bite-sized learning modules for impact maximization

Development journey

6 focused sprints, developing 1 discipline at a time over the course of 12 weeks

Scalable & cost-efficient

Avoid cost of class- room training, travel and taking sales people out of work

Your program convenor

Thomas Børve

Thomas Børve

Partner & Management Consultant, Kvadrant Consulting

Get in touch

To learn more about the program, call us at +45 40410043 or fill out the form below and we will contact you shortly


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