This the only Value Based Selling course that provides Sales, Marketing, Consulting Executives and Channel Partners with the ability to use customer validated examples in the development of economic arguments for products and services. Proposals developed using TOEI™ Research have a significantly higher close ratio than those being developed by any other means.

For many sales professionals, this is the most advanced skills development course available. Being successful in sales at this level requires a commanding knowledge of business operations, finance, and logistics on an industry specific basis. The key components include the definition, discovery, development, and delivery of operational and economic benefit to the client. TOEI™ Research is a prerequisite to define the formulas of each proposed product or service. Based on the research findings, financial arguments supporting the product and/or service offerings are incorporated into the VBSS™ curriculum. This deliverable includes individualized coaching, formal account reviews and performance measurement in a post-training environment.

This program provides a broad array of skills and templates required to create the financial arguments and disclose the operational improvements on a product-specific basis. Prerequisites to the VBSS™ course are SASS™ and TOEI™ Research.

This curriculum is ideally suited for sales professionals in an enterprise selling organization. These selling environments require the operating disciplines and selling skills to manage complex sales processes. Organizations that demand a broad coordination of resources across multiple geographies and require excellent Account Qualification, Account Selection, Account Navigation, Presales Resource Planning, Team Communications, and Forecasting best practices will find this deliverable ideally suited for this specific selling environment. Course duration is 4 days with a maximum of 12 attendees per class. This deliverable includes individualized coaching, account management reviews and performance measurement in a post-training environment.

Pre-course market and individual account research is required. A key component of this advanced selling skills curriculum is the completion of an online strategic account plan. The fourth day has been set aside for the sales professional to formally present the plan to senior management. Our clients believe this is one of the most valuable components of the program as it allows the management team to witness the SAR at the individual level and to see first hand the presentation, communication skills, and the sales professional’s ability to represent the organization.

The opportunity to manage a sales organization typically comes from being successful in mastering the sale, not the organization. This program provides the practical methodologies, templates, and disciplines to hire, motivate, and grow a sales organization.

Most clients take advantage of this program to make operational improvements to the sales organization. Collaborative coaching, planning, execution, and measurement are all key ingredients to creating a supportive environment for the sales management team. Careful consideration is given to the current sales operations and disciplines being deployed prior the curriculum design. Proven leadership principles allow for the sales leadership to use his or her unique style and personality to lead and grow the organization. The course duration is 2 days with one day set aside for operational planning.

This curriculum is developed from a library of over 65 proven selling skills and incorporates the key selling disciplines required in today’s competitive inside sales environments. The principles offered in this program provide a solid foundation for more advanced selling skills programs. This course is ideally suited for inside sales positions where initial qualification, cross selling, and/or a high transaction level is required. Course duration is 3 days with a maximum of 15 attendees per class. This deliverable also includes individualized coaching and measurement in a post-training environment.

Customer service is a company’s frontline; they are often the first (and sometimes last) contact a customer has with your company. Poorly served customers are likely to defect, and when they do, they’re hard to win back. Studies have shown that it is more expensive to acquire a new customer or win back an old one than it is to retain an existing customer.

This program curriculum is focused on the skills required to provide world-class customer support, online servicing and technical support. The principles offered in this program provide a solid foundation for communication and soft skills development where the client wants to establish a consistent high level of customer support.

PSCS™ is appropriate for business-to-business inbound and outbound call center environments. Course duration is 3 days with a maximum of 15 attendees per class. Two hours of one-on-one coaching over a two month time frame is recommended per attendee.