Prism Business Development (Prism) provides two approaches to developing a High-Performance Sales Professionals:

1. Prism provides a proven off the shelf standard training curriculum, or
2. Prism works with its clients to understand their selling model and then semi-customizes versions of its proven standard training curriculum to meet the specific needs of the customer

Either way, our customers are able to significantly improve their sales operations and can also align their entire product/service cross-functional team to support the sales professional’s activities and obtain optimum sales performance.

Sales Professional Methodology Training

Prism’s training has been successful in bringing about a paradigm shift in its customer’s entire organization to consistently deliver the highest customer value through its sales professionals. This is possible by adopting the premise that the sales professional’s responsibilities include:

1. Being able to identify and target ideal accounts in their territory that are likely to have the biggest need for your company’s capabilities
2. Being able to identify C-Level contacts in their targeted accounts that are likely to have the biggest need for your company’s capabilities and know their typical critical business issues in order to have a meaningful discussion
3. Knowing the customer’s buying process and aligning his/her selling process to the customer’s buying process
4. Perceiving the spoken and/or unspoken customer business/personal problems and perceiving how your company’s capabilities can be applied to solve the customer’s problems
5. Developing the customer recognition of their problem, the pain it is inflicting on their organization and a vision as to how your company’s capabilities can provide a solution
6. Determining the C-Level customer person (Power Sponsor) having the most to gain by solving the problem and determining their perception as to the importance in solving the problem in a timely manner
7. Influencing the Power Sponsor to commit resources to jointly assess the feasibility and if solution determined to be feasible, influencing the Power Sponsor the to commit resources to jointly develop an implementation plan
8. Negotiate and close a contract based on customer value with get/give tradeoffs
9. Overseeing implementation and tracking execution to ensure delivery of promised benefits
10. Presenting the proof of benefits derived to the Power Sponsor

Companies that have adopted the above mentioned sales professional responsibilities:

1. Have sales professionals that know the true value of their capabilities to the customer
2. Discover large deal sizes
3. Develop a pipeline of qualified opportunities and forecast accurately
4. Move opportunities through the pipeline in a timely manner
5. Maximize revenues and maintain high margins
6. Minimize selling costs by disengaging from unqualified opportunities earlier
7. Consistently “Delight” customers and have the highest customer loyalty

Prism Product/Service Training Solutions

Please note that the industry refers to those sales professionals that have adopted these responsibilities on their own as “Eagles”. Eagles call at all levels of customer organizations and are comfortable in talking to the top brass (all C-Level executives) about the customer’s critical business issues appropriate for each executive’s area of responsibility. Eagles will develop tools to use to drive movement of the opportunities through the pipeline. If you know what these tools are you can save a great deal of the sales professional’s time by providing the Eagle tools up front rather than having each one of them re-invent the tools on their own. Hence, Prism includes these tools with its product/service training developed for each of its client’s capability offerings.

Prism’s award winning Training Sales Guides include:

• Salient Features and Functions
• Identification of Ideal Customer Industries, their solvable business problems and why customers buy
• Value Analysis and Financial Tools (examples include potential customer increased revenues)
• Competitive Analysis
• Order Administrative Information (e.g. Contracts, Open Cities, Credit Applications)
• Market Promotion Activity Summaries: (e.g. Collateral, Public Relations, Advertising, Marketing Programs)
• Territory sales campaigns

In addition the Prism Training Sales Guides include these Eagle tools:

• Ideal industry executive titles and critical business issues
• Initial call letters, emails, discussion scenarios - proof of capability statements
• Evaluation templates consistent with your use of joint resources to assess feasibility
• Implementation templates consistent with your implementation services

Prism recommends that the Sales Guide be living in that not only is their classroom learning, but that the Training Sales Guide be kept on-line and updated real-time as situations change: competitor applies a tactic to attempt to overcome your advantages… marketing recommended counter measures.

Next Steps

Please contact Prism to setup an appointment to assess your specific needs, develop an adoption strategy and layout a roadmap to deliver the sales performance you desire.

SalesPerformanceOptimized@PrismBusDev.com
(720) 304-2784
(303) 554-9523 Fax

In dealing with companies needing to bring on-board new sales talent and/or companies needing to overcome sales performance slumps, we have discovered that the common problem lies in not having a consistent, well articulated sales model appropriate for the sales team to execute and the rest of the organization to rally around and support.

Our experience has shown, whether you are building a new sales team or improving your existing sales team’s performance, defining the sales model and getting everybody supporting it from the board room, to the entire cross-functional team, is the most important next step to take.

Prism has developed its “Sales Fast-Ramp Services™” to achieve this paradigm shift in the shortest amount of time with long lasting results.

To accomplish these results Prism works closely with the following:

1. Sales Management to define the best Sales Model to achieve the desired results
2. Sales Management to facilitate the paradigm shift and to galvanize stakeholders in sales, support, service, product/service marketing, training, marketing communications, cross-functional program team, business unit and senior staff to synchronize their thinking and support the Sales Model
3. Sales Management to consistently reinforce the Sales Model execution: setting sales goals, establishing standards of performance, monitoring performance against defined sales model activities. Performance monitoring include: Lead Management/Territory Planning/Account Planning/Opportunity Management/Pipeline Management/Sales Model Activity Execution.
4. Sales Management to improve Sales Model diagnosis, management reporting and corrective action capabilities
5. Sales Management and Training to develop the sales model skills, knowledge and attitudes
6. Marketing and Training to develop sales guides to enable sales channels to sell the products/services with the chosen Sales Model.
7. Marketing and Training to post a “living” version of compelling “sales guides” on intranet blogs with RSS notices of updates for the sales professionals to respond to shifts in market conditions especially competitor tactics and rapid deploy innovative marketing programs
8. Marketing and Marketing Communications to increase market awareness, consideration and hit-rate (predisposition to purchase your products/services) and drive business to your channel’s doorstep
9. Business unit and senior management to adopt support the Sales Model execution in their business focus and dealings with sales professionals and customers

Prism’s “Sales Fast-Ramp Services™” Services provides coaching/mentoring/component and/or complete project services and has a proven track record of achieving aggressive sales goals in the shortest possible time.

If you would like to find out more contact us via email Sales-Fast-Ramp-Services@prismbusdev.com or call us at (720) 304-2784 now!