All competent salespeople are aware of their product’s features, benefits, and specifications. It’s learning how to master the intangible side of sales that separates a Heavy Hitter (truly great salesperson) from the average salesperson. How do you formulate an account strategy? How do you execute the strategy in the real world? And, how do you reach key decision-makers (from low-level evaluators to the CEO) and persuade them to buy?
Heavy Hitter training focuses on the most important aspect of sales: how to penetrate, navigate, and conquer complex enterprise accounts. Heavy Hitter training provides immediate results since it concentrates on personal interactions with the prospective customers, not the internal processes of the sales organization. Heavy Hitter training enhances your existing sales process methodology regardless of the forecasting framework your sales organization has adopted (Target Account Selling, Strategic Selling, CustomerCenteric Selling, and so on).
Heavy Hitter training provides the missing piece of the sales training puzzle--how salespeople formulate an account strategy based upon customer politics, evaluator psychology, and the human nature of decision makers that are unique to every major account. Once the “grand” strategy has been created, Heavy Hitter training provides maneuvers and tactics to execute it when salespeople are face to face with prospective customers.
Heavy Hitter training is very different. It’s an enjoyable learning experience about mastering the human nature of complex sales. Moreover, real learning occurs when every participant is mentally engaged, physically involved, and encouraged to share their personal experiences. Heavy Hitter training is not the typical classroom lecture, it’s a completely interactive workshop filled with individual and group exercises that’s customized to address your toughest sales issues.
Activant Solutions
Acxiom
Advanced Voice Speech Technologies
Akamai
Allstate Insurance
American Electronics Association
ANSYS Software
Applied Materials
Apptis
Attachmate
Automotive Resources International
BakBone Software
BEA Systems - Oracle
Berbee Information Networks
Best Manufacturing
BillMeLater
Bruker Corporation
Captiva Software
Catalina Marketing
Central Life Sciences
Chamberlain Group
Convergys-Intervoice
Convey Compliance
Cornerstone Software
Dassault Systèmes
Dawn Food Products
DHL Global Mail
Document Sciences
Eaton Vance Investments
Echelon
Edgar Online
Engenio
Epicor Software
ESRI
EIS
Experian
FSA Foods
FusionStorm Technology
Global Healthcare Exchange
Globoforce
Graybar
Hawaii Visitors Convention
Heartland Payment Systems
Honeywell
I4 Commerce
IBM
IBM Int’l User Group
IJ Company
Industramark
Ingersoll Rand
Iona Software
IPNET Solutions
ISI Solutions
Jasper Engines
JRG Software
Konecranes
Kratos Defense Solutions
Kronos
Learn.com
LifeSize
LogicalApps
Logitech
LSI Logic
Marquis Jets
Mathsoft
Maytag
McAfee |
Medata Medical Billing
MetaStorm Software
MetricStream Software
Mindjet Software
MSC Software
MySQL
Metavante
NEC
Network Hardware
Newly Weds Foods
Nextance
Niku
Norwest Ventures CEO Summit
Nuance
Oasis Outsourcing
Open Solutions
PayPal
Pegasystems
Philips Lumileds
Physicians Formula
Picis Software
Pillar Data
Pitney Bowes Business Insight
Power Equipment Company
Prudential
Purolator
QAD Software
Recall
Rigaku MSC
Riverbed Technology
Rosetta Stone Software
San Diego Software Industry Council
Shaw Industries
Shoretel
Silicon Valley Leadership Forum
Silverlink Communications
Sterling Commerce
Software Enterprise Conference
Software 2008 Conference
SolidWorks Software
Spheris
Standard Register
Stanford University
Sungard
Sungard Insurance Systems
Sungard Financial Systems
Takumi Technologies
Taleo
Tealeaf Technology
Teamquest Software
Tech Data
Tecsys Development
Telelogic
Third Brigade Software
Trane
Triad Financial
TriQuint Semiconductors
UC Berkeley Business School
USI Insurance
UTI Worldwide Logistics
VitaCost
Vitria Software
Werner Enterprises
Wonderware Software
Workbrain
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