A comprehensive, in-house program of sales and marketing training - for as little as $500 per month!
Carpe Diem is introducing a program to offer a selection of ½ day customised sales and marketing training workshops to Partners at their own premises. By paying a fixed monthly fee of as little as $500, Partners will be able to select from a “menu” of skill development workshops to suit their own requirements, based on the outcomes of an online needs assessment tool. The degree of customisation – and support between sessions – increases based on the package selected, and is reflected in the monthly investment. Active support will be provided in assisting Partners to claim program costs from vendors and/or distributors.
Why bother?
The following "training truisms" are particularly relevant to Partners in the sales and marketing training space:
- in-house is better – without competitors in the room real life situations can be discussed
- on-going is better – the opportunity to try out lessons learnt in the field, and to have results reviewed at future training events is very valuable
- customised is better – there’s a higher training ROI generated if courses are tailored to suit the unique requirements of each Partner
- fixed, spread out payment is better – much higher preference to lock in a fixed amount per month for training, rather than have the “cash flow hassles” associated with 1 major training event each FY
Program structure
The program is available in 3 formats, depending upon the level of monthly investment:
Workshop topics
The following workshop sessions will be available, and have been identified as representative of the Critical Competencies and Ongoing Training for Sales Employees, as compiled from Corporate Leadership Council research, Sales Executive Council research, and research by the Canadian Professional Sales Association. Each workshop has been developed specifically for Microsoft Partners.
- Strategic Sales Planning – researching the market, developing a sales plan to overachieve target, identifying opportunities within existing customers, setting sales objectives
- Effectively Selling Solutions 1 – solution sales philosophy; planning, prospecting and contacting the prospect
- Effectively Selling Solutions 2 – opening the call and uncovering needs, ensuring the prospect "buys in" to the process
- Effectively Selling Solutions 3 – building a compelling vision, presenting alternatives, overcoming objections, closing the deal
- Effectively Selling Solutions 4 – following a proven sales process, writing reference cases, competing on price, best approach - responding to tenders
- Leveraging the Microsoft Platform for Competitive Advantage – how to differentiate solutions offered by outlining the advantages of the Microsoft Platform as a whole; the problems with selling "point solutions"
- Communications Skills – active listening, questioning techniques, telephone techniques, handling conflict, handling rejection
- Negotiation Skills – following a best practice negotiation process, achieving win-win outcomes, key negotiation techniques
- Proposals and Presentations – fundamental “must do’s” to create winning proposals and presentations, useful formats and templates
- Pipeline Management Skills – qualifying opportunities, reporting opportunities, forecasting
- Account Management & Relationship Building – structuring an account plan, building a relationship map, educating customers, customer management
- Essential Business Topics for Sales Resources – key business topics relating to small/medium businesses, corporates and not for profit organisations; business drivers, key financial metrics, key roles and needs for each of marketing, operations, HR, finance
- Time Management & Sales Administration – maximising sales time and productivity, effective delegation, how to say “no”, planning time inside and outside of the office
- Opportunity Identification Skills for Technical Resources – essential sales and business understanding skills for technical resources, how to “spot opportunities” whilst in the field, necessary preparation before site visits, reporting back to sales
Workshops will feature:
- presentation
- discussion
- individual and group exercises
- case studies
- role plays
and are available without incurring travel expenses in Sydney, Melbourne and Brisbane.
Client feedback
To read feedback on Carpe Diem's training courses - from Microsoft and Partners - click here.
Next steps?
For further information, contact Vicki Holland on:
VickiHolland@carpe-diem.com.au
+61 414 330 577
