B2B Sales Training Company in India
We help companies grow their sales revenue by improving their sales team's capabilities so that they can perform to their full potential
As a B2B company - are any of these challenges affecting your sales metrics?
How Sales Training Can Help You Improve Your Current Situation
Higher revenue growth
Historically all our customers have seen a jump in their order booking and revenue realisation.
Higher sales productivity
Sales team is an expensive team,we remain focused on optimising sales professional’s time by bringing structure to the sales process and significantly improving sales productivity.
Win more deals with right margins
We help our customers with right deals (and not every deal) with right terms/margins. Our objective is to keep a balance between “Sales & Profit”
Proper meeting preparation & opportunity qualification
Our experience says – this is hygiene and a distinct trait of a “Great Sales Professionals”. They enter customer meeting prepared and are quite good at qualifying which opportunities to pursue.
Win-More / Lose-Fast
We help our customers win more, but we also enable our customers to learn to “Lose Fast” the deals which they are eventually anyway going to lose.
Customer centric sales team
We enable customer to remain win-win and never try to manipulate our customers.
Impact of an Effective Sales Training
For You Sales Team
For Your Customers
For Your Organization
Our 5 Step Sales Training Approach to Make a Positive Impact to Your Sales Metrics
Our experienced consultants would diagnose your sales organization’s symptoms to get to the cause and suggest right intervention.
Post your go ahead, we would like to have a detailed view of your world – your customers, your competitors, your sales team’s real life sales situations. This helps our consultants remain true to your world during the sales training workshop.
Based on the first two steps, the consultant will prepare and customize the content/delivery to remain close to the customer’s world.
Consultant led Sales training workshop. It will be all about real life sales situations. We avoid getting into hypothetical case studies and remain realistic to our customers’ sales situations.
Our experience tells us – this is the most important part of a sales training program. Post workshop is the stage where participants tend to forget things and go back to original way of doing things. Here our focus is to refresh the concepts and remaining laser focused on real life applications of the concepts learnt, help managers coach sales team with new learning and track Sales Performance KPI’s
What Our Customers Say
What will lack of sales training cost your organization?
Revenue loss/ order booking loss
Lack of sales training can negatively affect your organization's sales metrics by 15-30 %
Less productivity of sales team
Untrained sales team usually waste their time working on wrong accounts, opportunities, and customer contacts
Lower customer satisfaction
Untrained sales professionals are unable to understand customer’s - need, need behind the need, decision making stage, decision making criteria etc. resulting in low customer satisfaction
Lower morale of sales team
Untrained sales team gets excited with any opportunity coming their way, win less, earn less commission, get low respect from managers/customers & have a low morale
Longer Sales Cycles
Untrained sales team have many opportunities that remain in the funnel for months/ years because they were not able to qualify the opportunities in the first place.
Untrained sales team enter customer’s buying process at RFP/ RFQ stage and hence come under pressure during negotiation stage. Thus, they end up giving more discounts.
Our Sales Training Programs
Customer Centric – Meeting Preparation Process
Your sales reps should feel confident prior reaching to prospects. The training focuses on Customer focused preparations and execution
How to focus on right opportunities so that your team's productivity is high
To ensure drive the deals for closure by understand the customer better & strategize effectively
Strategic Account Management
To enable customer facing team to strengthen relationship with top 20% of customers who contribute heavily to your business
Sales Negotiation Skills
Customer focused negotiation strategies for a win-win outcome
Sales Manager Coaching
When managers learn to coach, they develop powerful leadership competencies to enable individuals and teams to perform
Learn the best practices of funnel management, prioritize sales rep’s selling time, effective review questions
Enable the Sales team with necessary skills in appointing and managing channel partners
Getting Right Appointments
Enable the team to speak with right buying persona in the right accounts with crisp and compelling elevator pitch to fix up meetings
B2B companies we've conducted sales training for
We’ve helped over 100+ B2B organizations in training their sales professionals to improve their sales metrics
Ready to Build a High Performing Sales Team?
Get in touch with us and we’ll help you take your sales team to the next level
Frequently Asked Questions :
“B2B Sales”, like any other function, is a big topic and it’s a journey. Great sales professionals learn with every customer call/opportunity. We suggest you to conduct sales training for your sales team depending on the stage of your sales talents and stage of your organization.
For example – You may like to institutionalize a “common sales language” for “Suspect to Order, Account Management” sales process. You may also want to onboard new sales talent with “sales training intervention” to ensure everybody in your organization speaks the same language.
Enterprise Sales is a big topic. We would not recommend you to try to cover everything in 1 day. It will turn out to be a “Penny wise, Pound foolish” decision.
In the short run, you would be happy to have covered all the topics in one go. However, skill adoption and behaviour change need time. After a week, you would realise that your team do not recall anything and your “best has become a bit better”, whereas the “rest have gone back to the earlier way of doing things”.
Its better to segregate the problems, whether its ICP (Ideal customer profile), Sales & Marketing alignment, Meeting Plan, Opportunity Plan, Negotiation Skills, Large Account Management, Managers’ coaching etc.
This would help the right team to attend, appreciate the learning, and inculcate the learning in real-life customer/sales situations.
As one of the most experienced B2B sales training company in India, we encompass the whole gamut of enterprise sales training modules.
Some of our modules focus on
- Meeting Preparation
- Opportunity Qualification
- Opportunity Management
- Account Management
- Managers’ coaching
- Negotiation Skills
- Getting more appointments
- Defining Ideal customer profile
- Follow up plans
- Channel Management
- Advanced Questioning Skills.
We also keep working on creating new content, new modules based on requests we receive from our customers or based on inputs from our consultants.
Yes. All of our sales trainers come with sales management or leadership experience.
We work in two ways:-
1. Either we work like a chemist (We double check if you are asking for the right medicine from us ) and give you the intervention you ask for.
2. Or we behave like a “doctor”. Our customers have symptoms (sales problems or challenges). Our sales trainers would work closely with you to diagnose the right cause/s and suggest the right intervention that should create a win-win for your end customers, your sales team, and your organziation.
Our training interventions impact leading and lagging indicators.
Some of these KPIs are: Order booking, Revenue realization, Individual Quota attainment, Qualified funnel, No. of demos, No. of new logos, Sales attrition, No. of new touchpoints in existing large accounts, etc.
We proactively work with our customers to identify 3–4 sales KPIs before the sales training workshop. Our sales trainers would work closely with participants and your managers during the pre-workshop and after the workshop to track the changes in identified KPIs.
Yes. We keep everything transparent.
We will be happy to share the facilitator’s profile, and our team will set up an introductory call with the facilitator before the workshop/s.
Your involvement would be very important to ensure the success of the sales training workshops.
We would request the leader’s and manager’s involvement to help institutionalise the learning.
We will be happy to share best practises with you in order to get the maximum return out of your sales training investment in terms of time, money, and effort.
The first 3 months of the post training sessions are important to retain the learning.
Our team would share an appropriate “Post-workshop Reinforcement plan” with your team. Over time, we have acquired dos and don’ts with regard to “reinforcement best practices”. We will be happy to share with you these best practises during our discussions with you.
It depends on your expectations.
If the expectation is for “Large Account Management”, then the cross-functional team supporting your top 15-20% of customers should be part of the workshop. We would not recommend the entire sales team to attend the “Large Account Management” workshop.
Based on the discussions with you, our team/ sales trainers would guide you with the right participants for the programs.
Yes – we would recommend you have the managers attend the training. We have seen many organizations make this mistake where managers/leaders opt out of the training. We would suggest managers/ leaders be part of the training workshops.
Unless they are part of the workshop, they would not learn the “new sales language” and because of their seniority, they have the power to break the learning and take the team back to their original way of doing things.
We suggest you come up with your own decision criteria and sales KPIs you want to measure.
And then measure the sales training companies who can make the maximum impact on your identified sales KPIs.
For example, we would never be cheaper when comparing us on “cost” but we would be the “cheapest” when comparing us on “return on investment.”
As Bo Bennet is often attributed as saying, “An objection is not a rejection; it is simply a request for more information.” Make sure you
Whoever is in B2B Complex selling, all of us go through the “negotiation” phase of “Sales Process”, Unless you are a Monopoly or a Utility