Sales Academy for Sales Professionals
Every week we learned new sales skills from the Crestcom Sales Academy program that made our team more confident and capable of being successful at prospecting
and closing sales. The sales increases we saw exceeded $1 million. We are very pleased with what we got out of the Crestcom Sales Academy program. Thank you,
Crestcom.
David Kerfoot, VP Sales, Brampton Engineering
Prepare for Success
Learning Objectives
Create your Master Action Plan and Sales Mission
Prioritize your activities and set your goals
Create a "70 Minute Hour" and determine your MVP activities
Prioritize your activities and set your goals
Create a "70 Minute Hour" and determine your MVP activities
Weeks 1 & 2
Know your Prospect
Learning Objectives
Use your CRM system effectively
Source, research and prioritize new prospects and decision makers
Learn effective ways of communicating value to your prospects
Source, research and prioritize new prospects and decision makers
Learn effective ways of communicating value to your prospects
Craft a Powerful Campaign
Learning Objectives
Understand the "new" sales funnel
Build better generational relationships
Construct your campaign communications
Follow the Rule of 45 for follow-up
Build better generational relationships
Construct your campaign communications
Follow the Rule of 45 for follow-up
Weeks 3 & 4
Getting the Relationship Started
Learning Objectives
Make a great first impression
Practice successful sales conversation techniques
Determine a Buyer's interest level and read buying signals
Partner with the gatekeeper
Practice successful sales conversation techniques
Determine a Buyer's interest level and read buying signals
Partner with the gatekeeper
Concerns, Closing and Negotiation
Learning Objectives
Learn key negotiation strategies
Identify and handle concerns and conditions
Understand the dynamics of closing
Prevent lost sales
Identify and handle concerns and conditions
Understand the dynamics of closing
Prevent lost sales
Weeks 5 & 6
Grow your Business
Learning Objectives
Build remarkable client relationships
Onboard your clients effectively
Understand the lifetime value of your customer
Heal client relationships and handle difficult customers
Onboard your clients effectively
Understand the lifetime value of your customer
Heal client relationships and handle difficult customers
Inside Sales: Skills, Concerns & Conflicts
Learning Objectives
Learn the 14 core skills needed for inside sales
Manage your time and processes
Learn how to recognize and communicate with different personality styles
Use conflict resolution techniques
Manage your time and processes
Learn how to recognize and communicate with different personality styles
Use conflict resolution techniques
Weeks 7 & 8
Inside Sales: Exceed Customer Expectations
Learning Objectives
When and how to exceed customer expectations
Learn ways to deal with difficult customers
Sales Leadership
Learn ways to deal with difficult customers
Sales Leadership
Account Penetration
Learning Objectives
Increase customer retention
Penetrate deeper into your accounts
Get terrific testimonials, remarkable referrals and outstanding on-line reviews
Penetrate deeper into your accounts
Get terrific testimonials, remarkable referrals and outstanding on-line reviews
Weeks 9 & 10
Debrief and Results Celebration
Learning Objectives
Meeting with Sales Team and Management (individual by company)
Presentation: What have you achieved? Showcase your accomplishments
Share best ideas and ongoing action plans
Presentation: What have you achieved? Showcase your accomplishments
Share best ideas and ongoing action plans