Sales Training
ACCELERATING SALES GROWTH IN PROFESSIONAL SERVICESStrategic Selling for Professional Services
Our flagship program, ideal for professional services and complex enterprise sales.
What are some of the biggest challenges in professional services and enterprise sales? They’re more competitive than ever before. You’re likely dealing with commoditization, falling utilization rates, less loyalty in your client base, pressure to deliver faster ROI, and talent drains.
Selling services and expertise is more complex than selling a tangible product. Prospects can’t see it, touch it, or demo it. There’s typically a small percentage of your firm creating new business opportunities. Business development “naturals” at other levels of the firm show promise for the future, but their skills aren’t systematically developed.
How do you solve for this and create a consistent pipeline of opportunities?
A consistent, repeatable sales process and sustained skill building. By adding Strategic Selling for Professional Services to your organization, you’ll ensure that your teams are successful in winning new opportunities and growing existing clients.
WHAT MAKES THIS PROGRAM THE RIGHT CHOICE FOR YOUR FIRM OR ORGANIZATION?
There are many sales training programs in today’s market, and we’re often asked, “What makes you different?”
A few of the things that make us different:
- We start with data and use it throughout the program. By using a survey that captures key data on your professionals’ opportunities, you can track revenue growth and progress.
- Your professionals will make progress with real opportunities. They’re applying what they learn in a way that’s relevant to their quota or book of business.
- Each element of the Strategic Selling Framework is backed by industry and sales research, plus training best practices. Relevant exercises, tools, and reinforcement all ensure that the learning is applied and sustainable.
- During the implementation phases, we tailor examples and scenarios to the professional services environment.
- Post program, each participant receives access to an online portal. The portal provides continued learning and strategies, for continued progress beyond the initial program roll out.
- Amy Franko has two decades of sales experience in many complex environments, including enterprise B2B, professional services, and entrepreneurial selling. In addition, she and her team have over a decade of training design and delivery experience. This combination of data focus, sales experience, and training best practices creates a stand-out program.
Strategic Selling for Insurance Professionals
This is our flagship program, adapted for the insurance industry. It’s ideal for B2B producer environments.
In the insurance industry today, there’s a common conversation happening. Call it disruption, call it an industry in startup mode, call it what you will – but you can’t call it the same as it was. And you most certainly can’t call it boring. This disruption means that your prospects’ and clients’ behaviors and expectations have changed. As a result, your producers need higher level skills. They need to bring more value and differentiation than ever before.
Insurance is a professional service — your producers, territory managers, and agents are selling something that’s intangible. An intangible that’s usually only called on in a crisis. That makes it more complex than selling a product that can be seen, touched, and regularly used.
With Strategic Selling for Insurance Professionals, every producer, agent, or territory manager’s book of business will grow. It’s adaptable to broker environments, carriers, and exclusive or independent agents.
WHAT MAKES THIS PROGRAM THE RIGHT CHOICE FOR YOUR FIRM OR ORGANIZATION?
There are many sales training programs in today’s market, and we’re often asked, “What makes you different?”
A few of the things that make us different:
- We start with data and use it throughout the program. By using a survey that captures key data on your professionals’ opportunities, you can track revenue growth and progress.
- Your professionals will make progress with real opportunities. They’re applying what they learn in a way that’s relevant to their quota or book of business.
- Each element of the Strategic Selling Framework is backed by industry and sales research, plus training best practices. Relevant exercises, tools, and reinforcement all ensure that the learning is applied and sustainable.
- During the implementation phases, we tailor examples and scenarios to the B2B producer environment.
- Post program, each participant receives access to an online portal. The portal provides continued learning and strategies, for continued progress beyond the initial program rollout.
- Amy Franko has two decades of sales experience in many complex environments, including enterprise B2B, professional services, and entrepreneurial selling. In addition, she and her team have over a decade of training design and delivery experience. This combination of data focus, sales experience, and training best practices creates a stand-out program.
The Modern Seller by Amy Franko is an Amazon Best Seller.
There are five next-generation sales skillsets that your organization needs to succeed in 2020 and beyond. The Modern Seller is recognized as a top sales book by Amazon, Top Sales World, and Selling Power. It’s available in hard cover, digital, and Audible formats.
