Increase Your Revenue Growth With Our Virtual Sales Program

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SELLING THROUGH CURIOSITY(STC)

Deliver Selling Through Curiosity™ virtually to train distributed direct and indirect sales and customer success people without taking teams out of the field. There is no better technology designed to optimize sales team effectiveness, distance learning, and peer-to-peer best practice sharing.

Barry has been on the faculty at Stanford's Graduate School of Business for the past ten years. In his class, The Fundamentals of Effective Selling, Barry teaches the fundamentals of selling in both traditional and non-traditional selling motions. Here are the highlights from Barry's class.

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WHAT YOU CAN EXPECT

Sales Training That Reps Actually Use to Generate Record-Breaking Revenue Growth

Consistently and Predictably Overachieve Revenue Goals
Increase Win Rate
Reduce Discounting
Increase Average Deal Size
Dramatically Reduce Your Sales-Cycle
Reduce Your Team’s Ramp-Time
Get More Reps Hitting Quota
Increase Forecasting Accuracy

Curriculum

Prospecting

Prospecting

  • How do we effectively build pipeline? 
  • How do we maximize our effectiveness when doing any kind of prospecting?
  • How do we set more qualified appointments at higher levels within your prospect’s organization?

Discovery

Discovery

  • How do we get our customer facing teams to be more curious?
  • What are the most effective ways to get your customer to engage?
  • What are the best questions to ask to truly understand your customer?
  • How do we ask questions in a way that build better relationships with our customer?

Effective Note Taking

Effective Note Taking

  • What are the most effective ways to take meaningful notes?
  • How do we create a common way to talk about our customers?
  • What do we need in our notes to systematically customize our presentations and demonstrations?
  • How can we use notes taking skills to accelerate our sales process?

Qualification

Qualification

  • What makes up the infamous "qualified opportunity"?
  • How do you know if an opportunity is real?
  • How do we quickly qualify an opportunity in or out of our pipeline?
  • How do we reduce ‘no decision’ through effective qualification?
  • What are the categories of qualification that work best for your go-to-market?

Understanding The Decision-Making Process

Understanding The Decision-Making Process

  • How do we understand every step of the customer’s complete decision-making process early in our sales cycle?
  • What are the right questions we must ask to eliminate surprises and map out how they will buy from us?
  • How do we learn about all of the different decision makers and what is important to them?
  • How do we understand their internal justification process?

Value-Based Advanced Questioning

Value-Based Advanced Questioning

  • How do we identify the customer’s highest priority business problems?
  • How do we get the customer to quantify their business pain?
  • How would they describe the measurable value of our solutions?
  • What data do we need to collect to be able to customize our solution to the specific needs of the customer?

Creating Customized Presentations

Creating Customized Presentations

  • How do we map our solution to the exact requirements of the customer?
  • How do we get the customer to draw the conclusion that we are their ideal solution?
  • What are the best ways to use customer vernacular in custom presentations and demonstrations?
  • How do we create competitive advantage through customization?

Mutual Close Plans

Mutual Close Plans

  • How do we drive a value-based conversation with our customers all the time?
  • What are the best ways to use the customer’s vernacular and their decision-making process to better control our sales cycle?

Objection Handling

Objection Handling

  • How do we apply curiosity to all objections?
  • What does a simplified objection handling process look like?
  • How do we all become more confident and comfortable in dealing with the toughest objections?

Negotiating

Negotiating

  • How do we become comfortable in negotiating?
  • What are the best practices around using curiosity to negotiate more effectively?
  • What are our gives and gets that allow us to reduce discounting while closing deals faster?

Closing

Closing

  • What are the most effective closing mindsets and tactics that will allow deals to close sooner and more predictably?
  • How do we become comfortable asking the “hard” questions?
  • How do we use curiosity to always get a “yes” or what’s in the way of a “yes”?

Deal Health Dashboard

Building Relationships Faster

  • How do we build relationships in days and weeks that normally take months, quarters or years?
  • How do you quickly differentiate yourself from your competition?
  • What are the easy-to-implement tactics that will have your customer want to give you all the business?

Effective Opportunity Reviews

Effective Opportunity Reviews

  • How do we ensure our opportunities are set up properly from the beginning?
  • What does the most effective opportunity review look like?
  • How do we use peer-to-peer coaching to guarantee deal success while developing both individual contributors and team success?

Building Relationships Faster

Deal Health Dashboard

  • What does flawless sales execution look like for your solution?
  • What is the most effective way to track the health of a deal in real time?
  • How do we identify where we are at risk in a deal at any stage?
  • How do we create best practices to mitigate risks throughout our selling process?