After the program, the presented models and frameworks become reference, planning, management and coaching tools which reinforce the workshop concepts and maximize the learning value long after the program has been completed.

Please contact us at info@soloquent.com for scheduling or pricing information.

Complex Selling Fundamentals for High-Tech Sales Executives

“Complex sales”, characterized by longer sales cycles and multiple decision makers, are often the largest and most profitable deals. However, achieving consistent success almost always depends on understanding how complex selling strategies and tactics differ from consumer or more commodity oriented sales techniques. While most high-tech B2B sales are complex, very few high-tech sales executives have had much or any formal training in complex selling fundamentals. 

This program has been specifically designed for experienced sales or business executives who want practical complex selling and deal management techniques that can accelerate sales success right away.

WHO SHOULD ATTEND:

	Sales executives who have recently moved from a consumer or more commodity oriented sales assignment to one involving longer sales cycles and multiple decision makers;
	Sales executives who have considerable experience operating in a complex selling environment but could benefit from a refresher on fundamental complex selling tactics and strategies;
	Business owners, line-of-business executives, and sales management who need to be effective in a complex selling situation or be able to successfully hire, manage and coach others.

This condensed one-day program will cover the following key topics:

	Complex sale fundamentals What makes a sale complex How is the customer buying process different
	Successful sales call management techniques Call structure and strategies Making the product-problem link Top myths and common mistakes
	Winning sales strategy development Selling to different buying influences How to know where you stand and what to do about it
	Sales forecasting What factors really indicate deal status and how to use them to improve forecasting accuracy

Channel Management Fundamentals in a Complex Selling Environment

Why are some companies highly successful using third-party channels . . . while others aren't? Why do some continually struggle to recruit good resellers and keep them selling while others always seem to attract the best partners and grow their channel sales year after year? What’s the difference in managing channels that resell consumer technology versus ones which sell in a competitive business-to-business environment?

If you have responsibility for your company’s channel revenue performance and these are questions you’ve been asking, this program is for you. This workshop has been specifically designed for sales and channel management executives who want practical strategies and techniques to improve their channel sales success right away.

WHO SHOULD ATTEND:

	Channel Managers who have recently moved from managing channel sales of a consumer or more commodity oriented product to one involving longer sales cycles and multiple decision makers;
	Channel Managers who have considerable experience managing channels in a complex selling environment but could benefit from a refresher on fundamental channel management tactics and strategies;
	Business owners, line-of-business executives, and sales management who are interested in building or enhancing their reseller channels in the most cost-effective manner.

This condensed one-day program will cover the following key topics:

	Complex selling fundamentals What makes a sale complex How is the customer buying process different How does this affect reseller channels
	Channel fundamentals Why partner The pros and cons of a third-party sales channel vs a direct organization Partnering options
	Developing a channel strategy Business model definition Market segmentation Partner profile development
	Successful partner recruitment and contracting Key recruitment tools Partner agreements Elements of negotiation
	Channel launch strategies and programs Getting your partner “revenue-ready”
	Successful channel management How to keep the ball rolling Managing partners through change
	Top mistakes to avoid

ABOUT THE INSTRUCTOR: