What?

• Reinforce Your Customized Sales Cycle
• Reinforce Common Language: Deal Methodology (TCS)
• Improve Deal Planning
• Develop Sales Productivity Models

We have taken the intellectual property rights of TCS and tailored a workshop that taps the experience of your senior sales reps. We assume that all participates have read Rick Page's book Hope is Not a Strategy and understand the ideas of the 6P's. In the workshop we customize Rick's "Death Valley Sales Cycle" to the specific sales events of your organization. This gives your reps and managers a roadmap for execution and training and help develop "BEST PRACTICES"

With this as a guidepost, we then reinforce the thinking of the 6P's by working on Active Deals. Your teams apply these concepts to their current working accounts and learn a deal processing methodology that allows groups to process deals in under 30 minutes. The focus of this process is to benchmark where we are in the deal based upon your sales cycles and test the Action Plan. We reinforce these concepts by making the language, deal processing and productivity tools an active part of your sales process.

Reference: " I have senior sales reps who are skeptical of training. This is one workshop where they learrned, had fun, and are using the tools." - Peter Byer VP Sales MicroEdge