Upon completion of the course, participants will be able to increase their sales performance by:

• Applying a client-focused approach to develop and expand client relationships, leverage internal resources, and increase your sales results
• Applying a consistent and repeatable sales process based on winning practices to increase selling efficiency and improve opportunity forecasting
• Learning a method for evaluating the appropriate stage for each opportunity in the sales process
• Identifying the appropriate points in the sales process for strategic decision making
• Further developing dialogue skills in order to uncover the client’s challenging issues and communicate the positive business impact your company’s solutions will have on these issues
• Defining what different stakeholders value and to tailor how you communicate your company’s value accordingly
• Expanding existing relationships by reaching new decision makers
• Utilizing tools that enhance the selling process, strategic decision making, and client dialogues
• Developing feedback and self-coaching skills in order to ensure ongoing development