Sales Training Curriculum

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

Weeks 1 & 2

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

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

Weeks 3 & 4

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

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

Weeks 5 & 6

Concerns, Closing and Negotiation

Learning Objectives

Learn key negotiation strategies

Identify and handle concerns and conditions

Understand the dynamics of closing

Prevent lost sales

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

Weeks 7 & 8

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

Inside Sales: Exceed Customer Expectations

Learning Objectives

When and how to exceed customer expectations

Learn ways to deal with difficult customers

Sales Leadership

Weeks 9 & 10

Account Penetration

Learning Objectives

Increase customer retention

Penetrate deeper into your accounts

Get terrific testimonials, remarkable referrals and outstanding on-line reviews

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