HIGH-TICKET, LOW-TICKET, SHORT & LONG CYCLE
Get Your Sales Team the Training They Need to Delight Prospects & Close More Revenue
“We needed someone who could explain the sales process from end to end and accelerate our team through the prospecting, qualification and closing process on real deals.”
If you and your sales team want more success, but your team can’t seem to change gears, and you need results now, our Sales Training is for you.
Client Communication
Your team needs to help prospects fall in love with your product or service and trust that the recommended purchase and next steps will solve their problems. “Lead with service, never nervous” is the sales culture we teach.
Closing
With repeatability and predictability, your team needs to be adept at overcoming objections with integrity and requesting payment & commitment in exchange for the transformative value that your offering provides.
Funnel Acceleration
Your sales team members’ compensation and the enterprise value of your firm are greatly enhanced by closing more deals faster. Help all parties win by creating more value for clients at speed.
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What Are Some Common Sales Training Themes/Modules?
Individual Sales Reps:
Lead List Development
Help reps who develop their own lists research and identify potential leads in large quantities and correctly import them into a CRM.
Prospecting
Teach reps how to write attention-grabbing copy and compelling phone pitches. Teach sequences/cadences to accelerate and analyze outbound touches.
Guided Tours (Demos)
For SaaS and other technology companies, a walk-through of the product is often a great way to guide to the promised land that your product provides.
Closing
Asking for the sale and closing new business is critical for your rep’s compensation and your business’s health. But it has to be done in a way that delights clients.
Funnel Management
Especially for full-cycle reps expected to provide predictable revenue growth, keeping their “funnel full” will ensure a happy rep and management.
Cross-Sell/Up-Sell
“Land & expand” is wise. Then it’s time to be sure clients consume all products of value. Reps need to be able to smoothly introduce new value at the appropriate.
Sales Team Interaction
Reps can provide great value and receive great value from being good teammates. Everyone wins when reps are simultaneously competitive but collaborative.
Cross-Team Interaction
Your sales reps are also a great research resource for marketing, product, implementation, and other teams. Their insights need to be documented and shared.
Small Ticket Management
Managing a big book of business at high velocity requires attention to detail and CRM discipline. Reps need to close a lot of individual deals click to satisfy their variable comp needs.
Big Ticket Closing
Multiple decision-makers, committees, highly-varied objections, and long sales cycles make big-ticket sales challenging, but oh-so-satisfying when the next deal closes on time.
Sales Managers:
Individual Rep Management
Help managers drive performance from a culture of buy-in and trust and more quickly bottlenecks, bad habits, teachable moments, etc.
CRM Management
Help managers maintain a clean CRM where funnel metrics are meaningful and the impact of process changes can actually be measured.
Sales Team Segmentation
As sales team grow, breaking them into groups by buyer persona, region, etc. makes a lot of sense and can spur healthy competition.
Management Reporting
Predictably growing revenue is the promised land for traditional and venture-backed companies. Managers need to be able to speak accurately to what’s working and what’s not.
Ongoing Training
Whether working with new sales talent or seasoned veterans, career development, intellectual challenge, and other ongoing training are a must for a thriving sales force.
Interaction with Other Team Leads
Sales is not an island. Managers need to be able to assist other teams from a research perspective and ask for the resources, product enhancements, etc. that will spur further acceleration.
Senior Leaders:
Sales Culture & Organizational Impact
Setting the right structure & culture to have a thriving, service-based sales culture is critical for any company that wants to retain the best closers and build a competitive moat against competitors.
Revenue Prediction & Metrics
No company can be successful without a reasonable degree of accuracy around future cash flow, acquisition costs, and other critical sales metrics.
Sales & Marketing Stack Optimization
Great tools are a must for success within a sales team and across the entire organization. Senior leaders to set up the right environment so that human capital can focus where it adds the most value.
Sales Training for Non-Sales Founders
Sales feels alien for many engineering and finance-oriented founders. Founders must be able to close when required for the organization to thrive.
…And There Is a Whole Lot More Than That!
Want to talk about something not listed? Just ask.
Our Sales Training Is Provided in 5-hour Blocks
Simple pricing. Add blocks as needed or migrate to our of Head of Growth Services if you need a more comprehensive, ongoing revenue leadership solution.
THE PROBLEM
It Takes a Special Person to Teach Both the Emotional, Rational, & Statistical Sides of Sales & Unite Teams
Especially with Stakeholders of Divergent Ways of Thinking
Sales Trainers…
Only Focus On a Small Piece of the Funnel without Optimizing for the Big Picture
Sales teams have to positively impact clients & win business while simultaneously “setting the table” for marketing, product, support, finance & other teams.
Senior Leadership…
Have Too Intimate of a Relationship with “Their Baby” to Be Objective
Exhaustive knowledge & emotional investment make it difficult to avoid the blame game and unrealistic expectations of total strangers.
We hired SFP because our e-commerce go-to-market was not working. We had a beautiful website and two marketing agencies working for us with no growth and negative ROI after 10 months. While we had lots of meetings filled with “creativity” and buzzwords, as far as we could tell there was no strategy to get positive ROI in the future.
SFP’s deep dive helped us understand how a digital marketing sales funnel works and what specific actions to take to get a repeatable/scalable digital marketing funnel going. They also spoke to us in terms we could understand as non-technical marketers and gave us a lot more confidence in what KPIs we should care about on an ongoing basis.
We highly recommend SFP’s services as a group that understands the big picture and can develop a true strategy. We will be calling on them to help us manage various strategic initiatives in the future.
Other Wins: Influencer reseller channel created, sales ops efficiency increased, analytics capabilities amplified, marketing & sales accountability systems implemented.
Brad Coolidge
Founder & Head Chef
Piedmont BBQ Co.
Gourmet, “heat & eat” BBQ boxes shipped nationwide (USA market).
Sales Training Skills Enhanced:
Top-of-Funnel: Laser-targeted, attention-grabbing subject lines & body copy to vetted wholesale prospects via Hubspot sequences
Mid-Funnel: Compelling white paper and talk track for delighting new partners
Bottom of Funnel: Simplified closing process via new wholesale website, delightful post-close checkout experience
Re-Sell/Up-Sell: Partner program with partner marketing resources developed
