Smart Sales Hunter Program (SSHP)

[Virtual Instructor-Led 4 Half Days]

In the current IT & Software business environment, the expectations of customers are constantly evolving and the buying process of organizations is becoming increasingly complex. Factors like multiple stakeholders in a dynamic business environment, increasing competition, and reduced product/service differentiation have added more complexity to IT & Software Sales. We help you get the right mix of tools and soft skills in order to make a compelling sales pitch.

Following are some research findings from Harvard Business Review:

  1. Overall Performance: 12% of salespeople are excellent, 23% good, 38% average, and 27% poor
  1. Trust Factor: 45% of of customers believe salespeople are only serving their own agenda, while 25% indicated that salespeople only care about making the sale. Only 18% of sales executives are trusted by prospects. 
  1. Communication Skills: Less than 33% of sales executives are able to strike a productive conversation with C-level executives and decision-makers. 
  1. Strategic Approach: Only 54% of salespeople are able to clearly articulate why they have the correct solution that addresses their prospects’ needs. 

Below is the (L)earning path divided into 4 days

PROSPECTING GROUNDWORK

Market Study

Competition Mapping

Prospect Management

SALES QUALIFICATION PLANNING

Account Mapping

Sales Pitch Strategy

Lead Generation

Build B2B Sales Connections

Interaction

Relationship Building

Meetings and Presentations

Modern Sales Closing Strategies

Negotiation

Creating action plan

Win

Program Details:

Before a customer buys into the product, he buys into the person selling the product. At TalSmart, we understand this very delicate aspect of sales. Humanizing the whole game is imperative to success. And therefore the undeniable significance of the Soft Skills of the Sales Team in addition to the Hard Skills.

With the help of the perfect blend of content, trainers, and learning techniques – the SSH Program trains each of its participants in honing their Hard Skills as well as their Soft Skills through every stage of the Sales Cycle to become the invincible Sales Champions.

IT sales Training Courses and Online Classes

The Add-ons: Along with training through the step by step process of Sales, the SSH Program shall also equip it’s participants with productive Sales Tools that can be used by them to increase the efficacy of their Sales Performance.

Next-gen toolkit for Software Sales Professionals
How Does It Work?

The SSHP is a meticulously designed 11 module program, where participants will be trained on how to maximize their productively through every aspect of a complex sales process. The key benefits of the TalSmart program:

  • IT & Software domain-related sales process content curated by experts from the very same industry.
  • Trainers with relevant experience from the IT & Software industry
  • Scientifically enhanced sessions based on Neuroscience Principles.  This makes the learning stickier and easier to apply in real-life scenarios.
IT sales Training Courses and Online Classes

The program has been carefully structured using a variety of training formats to maximize the impact of learning. These include:

  • Lectures / Seminars
  • Video Content
  •  Individual Activities
  • Team Activities
  • Group Discussions
  • Role Plays
Who Is It For?

The SSHP is tailor-made for Sales Professionals responsible for New Account Acquisition as well as for improving the business from existing accounts. It is designed to give the participants an edge over the competition and develop their skills to take on larger responsibilities in the sales arena.

The key beneficiaries of this program are:

  • Sales Executives looking to become a high-performing cog in the overall sales engine
  • Sales Managers looking to build a formidable result-oriented sales team
  • Entrepreneurs and Business Leaders looking for garnering sales and building a more trustworthy image among their clientele
  • Professionals that are new to the sales domain, looking to create a lasting positive impact on their organization’s top-line.
IT sales Training Courses and Online Classes
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NEED A CONSULTATION?
S. No.

PROSPECTING GROUNDWORK

Topics  Learning Objectives  Instruction/ Assessment Methods 
1 Understand Business Environment The dynamics & pace of change Importance of adopting a customer centric approach Lecture/ Seminar
Impact on the  business environment What brought you here will not keep you here Team Activity
Impact of change on customers business Animated and scripted viewlet introducing or re-enforcing the concepts.
Evolving Customer expectations from sales people
2 Role of a Sales Person Changing role of sales people Establishing personal Importance of establishing  personal credibility Lecture/ Seminar
Best practices to be a 'future ready' sales person Be seen as a consultant by the customer Individual Activity
Importance of personal credibility Create ways to establish credibility with few  stakeholders
Establishing personal credibility to meet customers’ expectations
3 Understanding Competition Understanding alternate options for stakeholders Create a strategy to move to next stage of funnel Lecture/ Seminar
Difference between competitor & competition Differentiate between USP's and unique strengths Individual Activity - Identifying strengths for live opportunities
Differentiating  the solution Win - Loss analysis Group Activity
Showcasing relevant strengths to stakeholders Animated and scripted viewlet introducing or re-enforcing the concepts

Scripted video role plays for various customer meetings

S. No.

SALES QUALIFICATION PLANNING

Topics  Learning Objectives  Instruction/ Assessment Methods 
1 Sales Planning Effective time management Time allocation on all types  of sales activities Lecture/ Seminar
Prioritizing sales activities Relation between a funnel and target achievement Group discussion
Importance of a healthy funnel Animated and scripted viewlet introducing or re-enforcing the concepts
Various shapes of funnel and reasons for the same
2 Sales Process Understanding customer's buying process Sales actions need to be aligned to customer buying actions Lecture/ Seminar
Aligning sales process to customers buying process Improve forecasting efficiency Animated and scripted viewlet introducing or re-enforcing the concepts
Importance of forecasting and impact on business
3 Mapping an account Understand roles and responsibilities of various stakeholders Customize the sales pitch basis roles of stakeholders Lecture/ Seminar
Understanding business results they expect from sales proposals Importance of coach to navigate the buying process Individual Activity - Identify stakeholders in few live opportunities
Creating a win- win proposition Animated and scripted viewlet introducing or re-enforcing the concepts
Developing a coach in an account
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BUILD B2B SALES CONNECTIONS

Topics  Learning Objectives  Instruction/ Assessment Methods 
1 Impactful Meetings with  Stakeholders  The art of questioning  Importance of planning for meetings Lecture/ Seminar
Power of Listening Get desired information from meetings Individual Activity - Create questions for next few meetings to uncover information
Leveraging questioning to uncover and confirm information Role Plays
 Open & closed questions
2 Desired Outcome Setting the agenda of the meeting Align customer actions in long sales cycles Lecture/ Seminar
Creating a compelling business reason from stakeholder perspective Create a strategy to move to next stage of funnel Individual Activity - Plan outcome of next few meetings
Defining an action commitment for every meeting Pairs activity to practice agenda and outcome

Scripted video role plays for various customer meetings

3 Objection Handling Managing objections by understanding meta message Manage objections to get commitment for next steps Lecture/ Seminar
Categorizing objections to manage them effectively Consider objections as buying signals Role plays
Resolve objections Animated and scripted viewlet introducing or re-enforcing the concepts

Scripted video role plays for various customer meetings

S No

MODERN SALES CLOSING STRATEGIES

Topics  Learning Objectives  Instruction/ Assessment Methods 
1 Effective Negotiation Difference between Selling & Negotiation Complete selling before negotiation Lecture/ Seminar
Creating multiple variables for a win- win negotiation Reduce focus on negotiation on price Individual Activity
Positive mindset for effective negotiation Animated and scripted viewlet introducing or re-enforcing the concepts

Scripted video role plays for various customer meetings

2 Creating action plan Bringing it all together Adoption of change for personal growth Individual Activity
Milestones to track adoption