Equip your sales teams to be successful in the new world of inbound marketing
Ensure they understand how they can actively contribute to lead generation and nurturing potential customers.
- Sales teams do not have strategies in place to use social media as part of their sales process
- Customers are beginning to communicate with sales people at different stages of the sales cycle, increasing the need to test understanding, validate customer statements and articulate value skilfully
- Widespread access to information online has resulted in customers who are or perceive that they are informed, changing the sales person’s relationship with their customer
- Customer expectations of the sales person have changed requiring flexible use and a re-think of traditional sales skills and techniques
- The link between sales and marketing has blurred, requiring active collaboration and sharing between these teams
Suggested modules
- An examination of the social media tools available to B2B and B2C sales people and how these assist in building a customer profile
- Defining the ‘digital researcher’ customer and their self-help approach to buying
- A flexible sales approach: building a mindset that connects with the individuality of inbound lead customers
- Customer courtesy: developing skills that acknowledge and respond to the buying preferences of today’s digital researchers
- Embracing consultative skills: rapport building, listening and questioning to confirm or challenge customer assumptions and decisions
- Making marketing real: sharing customer stories through marketing communications, to demonstrate genuine understanding and expertise
- A ‘no’ doesn’t end there: facilitating an ongoing marketing dialogue with customers who aren’t ready to say ‘yes’
Talk to us about developing a program tailored to your needs:
Prosell has resources to deliver training programs across Australia;
covering Sydney, Melbourne, Brisbane, Perth, Adelaide, Canberra and internationally.
Please continue browsing through our portfolio of programs
to get a flavour of the range of courses we offer
Sales and Sales Management Training
Customer Service and Customer Service Management Training
Talk to us about developing a program tailored to your needs:
Prosell has resources to deliver training programs across Australia;
covering Sydney, Melbourne, Brisbane, Perth, Adelaide, Canberra and internationally.