Sales Essentials_Information Pack May 2016

www.salesessentials.com - the essential resource for anyone anywhere in the world to enhance their sales capabilities and sell better

The essential online sales education resource for anyone anywhere in the world to enhance their sales capabilities and sell better now.


Sales Planning &

Go-to-market StrategiesIntroduction to Selling

(history, ethics, philosophy)

Sales Essentials

8 Module Programme

Customer Centric

Solutions Selling

Prospecting & New

Business Development

Test Drive Module

No need to wait for a workshop to learn how to sell better NOW

If you have an idea, capability, product, service, or opportunity that you want to take to market you need to be able to sell – ethically, honourably and effectively.

Using SalesEssentials.com you will sell better by developing the fundamental knowledge, skills and mindset of successful sales professionals

without compromising your personal integrity.


Take Paperless Sales Education and Systems to the world to help people and business sell better NOW

1. Train one or 1,000s of salespeople with our online self-paced sales development programmes delivered across 8modules and 50 sales topics with access to videos,podcasts, exercises, tools, templates, sales coachingresources and more

2. No ‘sales tricks’ or ‘Rah Rah sessions’ here. SalesEssentials online is built off the back of the Barrett’suniversity endorsed Sales Essentials Diploma ofBusiness programme and can be easily incorporated aspart of a perpetual blended learning system thatdelivers long term sustainable value for everyone

3. An easy system to induct new salespeople or refreshyour current sales team improving their learn-to-earncurve helping them to sell better, faster, sooner


Implement a high quality, ready-made sales system to help your people and business sell better NOW

1. A ready-made sales system designed to incorporateyour organisation’s core sales messaging, valueproposition, and relevant business information and ‘theway we sell around here’

2. A high quality, cost effective, purpose built salestraining system where you and your sales teams canapply the sales skills, tools and templates immediatelyinto your business for real world application

3. Available 24/7 and mobile friendly allowing you andyour sales teams to work through the programmes atyour own pace anytime, anywhere


Get you and your sales team learning how to sell better, faster, sooner

Sales Essentials Online Learning Programme

Immediate access to 8 Sales Essentials Modules covering 50 sales topics

16 week and 12 month programme options available

Sales Coaching Tab access available

Topics

1. Sales Philosophy, History, and Ethics

2. Creating a viable Sales Plan

3. Implement a Go-to-Market Sales Action Plan

4. Prospecting and New Business Development

5. Making the Sale (Solution Selling - Pre and Open stages)

6. Making the Sale (Solution Selling - Analysis and Problem Solve stages)

7. Making the Sale (Solution Selling - Recommend, Close and Post stages)

8. Maintaining Momentum and Healthy Sales Mindset

New-to-sales BDM for Australian/US Tech Start-up: ‘This isn’t just a salesskills program, this is a life skills program. I’ve learnt so much about myself andhow to be a better person in business and life. And I now know how to sell bettertoo.’

Senior Sales Leader, food services business, South Africa: ‘This is a salesbranch within the business that consistently achieves good sales growth.However, there was one sales representative who also consistently achieved wellbelow what the others were hitting, that is until she enrolled in Sales Essentialsonline program. Thanks to Barrett and Sales Essentials this sales person nowlives “solution selling” and is clearly beginning to own her customers overcompetitors. Her sales results have shifted from -2% growth per monthto +29% growth each month and tracking higher as we speak.’


Never be without relevant, up-to-date sales resources to sell better NOW

1. Get Informed with our Sales Publications: Stay wellinformed and up-to-date by subscribing to our free weeklysales blog with access to over 500 articles on a wide rangeof sales, sales management and self development topics;access our 12 Sales Trends Annual Reports and SalesWhitepapers; and take your pick of our Sales Essentials e-books, podcasts and other sales publications.

2. Get Sales Fit with our Online Sales Programmes: Keepyour sales skills, knowledge and mindset current and ingood shape on a daily basis by accessing our online salestraining modules and sales coaching resources to ensureyou and your sales teams stay fit.

3. Get Selling with our Sales Tools and Templates: Neverbe without a sales framework, structure or plan; streamlineyour sales processes with simple, easy to use sales toolsand templates that ensure you have done the preparationwork up front to sell better now.


Know that good sales and self promotion practices don’t compromise your or others’ personal integrity

The Salesessentials.com StorySince 1995, we have received a steady stream of calls from peopleasking us how they can easily access the tools, knowledge andeducation to help them sell better with integrity, but the challenge hasalways been moving beyond the classroom. That’s how the idea of ouronline sales education and resource platform came about.

Salesessentials.com was born out of the necessity to give peopleeverywhere ongoing access to real-time, reliable, evidenced based,practical and useful sales tools, resources, education and research thathelps them sell better now and doesn’t compromise their personalintegrity. We also help sales leaders induct and train their new saleshires immediately, without waiting for the next classroom trainingsession.

We have invested heavily in taking our highly regarded, universitygrade, sales education materials, videos, podcasts, publications, tools,templates, assessments and resources to put them into an onlineeducation platform where they can be accessed independently, 24/7, byself-driven learners, sales leaders and sales teams looking for ongoing,high quality continuous sales education and development to help themsell better with integrity.

http://www.youtube.com/watch?v=xJODqU0qTm0

http://www.youtube.com/watch?v=xJODqU0qTm0


Know what good sales practices and education looks like so you don’t waste your time, money and effort

Salesessentials.com helps Small Business sell better

Travis runs a small electrical engineering and contracting business thatemploys a handful of admin staff, engineers and electrical tradies. Whentimes are busy, Travis is flat out ‘in the business’ ensuring all orders aremet and projects are delivered on time. But when things go quiet,Travis starts to worry about cash flow and how much he’ll have at theend of the fortnight to pay his team.

It’s times like these that Travis starts thinking he and some of hisengineers should be spending more time actively selling, connectingwith new customers, building relationships with current ones andgenerating referrals. Being self-taught, he knows he lacks the salesdisciplines, structure and processes to keep him and his team on trackand they are too busy to attend workshops during the day.

As the face of the business, he knows it’s his job to help himself and histeam be more disciplined and better at selling but where can he gethelp with this? Salesessentials.com


Build meaningful, win-win relationships that will enhance both your and your clients’ reputations

Salesessentials.com helps Professional Services andFreelancers feel better about selling and its purpose

Claire works at a mid tier professional services firm and is aiming forpartner status in the next 3 years. She knows that to do so requires herto bring in new clients and prove her worth as a high revenuegenerator. Selling doesn’t come naturally to Claire nor does she feelcomfortable about the concept of selling. Yet she knows that she has tobe effective at developing new business to build her reputation withinher firm. How does she reconcile her negative feelings about selling anddevelop trusted client relationships that deliver real value?Salesessentials.com

Martin, is an IT Freelancer, who loves nothing more than to write codeand build smart software. He’s worked on various IT projects and has afew clients he builds and maintains websites for. He has got most of hiswork via referrals however, this is not enough to be an IT freelancer fulltime. He has no idea of where to start when it comes to selling himselfand his very capable talents and services. Where does he go to learnhow to sell his services better? Salesessentials.com


Create self-directed, blended learning sales environments that make for better salespeople and leaders

Salesessentials.com helps Sales Leaders and L&DProfessionals create perpetual learning sales cultures

Andrew, is a national sales director leading a team of 300 salespeoplein markets that are changing and getting more competitive. He wantsto keep his sales team fit and focused and he needs his sales managerscoaching and leading their people so they are the best in the marketplace at winning and retaining quality client business. Every yearAndrew brings his sales team together for a national sales conferencehowever, this is not enough to keep his sales team ahead of the game.

He and Fran, the organisation’s Learning & Development Manager, arelooking for smarter ways to induct new salespeople and regularly trainand coach their sales teams that are both productive and cost effectivewithout having to take them out of the field for days at a time.

Where can they find high quality, relevant sales training and coachingresources that can be lead by sales managers and delivered locallyevery week in bite size chunks to sales teams? Salesessentials.com


Knowing how to sell is the oxygen that fuels any successful business and career

Salesessentials.com helps entrepreneurs and newsalespeople underpin and forge their careers

Angelo is a 25 year old BDM in his first professional selling role lookingto forge a strong sales career. He wasn’t giving any induction and feelshe could be doing a lot better if he had the appropriate sales training.He is self-motivated and can’t wait for his employer to train or coachhim so where can he educate himself in professional selling practices inhis own time and apply what he has learned the next day in the field?Salesessentials.com

Dorothee is a young business woman who has started her own interiordesign company. She grew up in a family run business and knows theimportance of sales and business development but needs to refine andupgrade her sales skills and put in place the right sales processes tobuild her networks and client base. She’s wary of expensive sales andbusiness coaches so where can she learn about sales at her own paceand get the tools and guidance to sell well and deliver real value?Salesessentials.com


Educating people how to define their talents and sell themselves is good for business and communities

Salesessentials.com helps people get into the workplace

Josh has just completed his Bachelor of Business degree and is lookingto start his professional career ideally in the banking sector. He knowsthat it’s very competitive and he will need to make a lot of calls torecruiters and organisations to score an interview and then interviewwell if he is to land the job that he wants. He understands that he needsto sell himself well but where does he learn how to do that?Salesessentials.com

Maria is a mother in her early 40s who used to work in an admin role.She was made redundant 5 months ago and has been out of work since.She is working with a Job Active agency to help her develop new skillsand capabilities so she is more relevant to other employers. She reallywants to return to work and given her strong communication skills anddesire to help people, someone said she would be really good in aninternal sales or customer service role. They also said employers arealways looking for good salespeople. She would like to give sales a gobut where does she learn how to sell so she can apply for these sorts ofjobs? Salesessentials.com


A ready-made sales system with tools and templates that gets you and your team selling better now

Sales Planning, Account Planning

Identify Targets,

Prospecting

Client Meeting Preparation

Develop Solutions Proposal

Review Meeting,Next opportunities

1st Client Meeting Determine Priorities

Solution Selling

2nd Client Meeting Present Solutions

Win BusinessImplement


For more information please contact us on: P: (+61)03 9533 0000 or E: [email protected]

W: www.barrett.com.auW: www.salesessentials.com

Twitter: @suebarrett@salesessent

Linkedin: Sue BarrettLinkedin Company: Sales Essentials

Youtube: http://www.youtube.com/user/SalesEssentials

FB: Salesssentials

Publications:

www.salesessentials.com/shopwww.barrett.com.au/blogs/salesblog

How to contact, connect and follow us

http://www.barrett.com.au/

http://www.salesessentials.com/

https://twitter.com/SueBarrett

https://twitter.com/SalesEssent

http://www.linkedin.com/profile/view?id=1468172&trk=nav_responsive_tab_profile

http://www.linkedin.com/company/sales-essentials?trk=biz-companies-cym

http://www.youtube.com/user/SalesEssentials

https://www.facebook.com/pages/Salessentials-Sales-Essentials/1460704187489412?fref=ts

http://www.salesessentials.com/shop/the-salesessentials-course/

http://www.barrett.com.au/blogs/SalesBlog/2013/2847/some-sales-research/12-sales-trends-for-2014-the-thinking-sales-organisation/

Sales Essentials_Information Pack May 2016

Documents

Transcript of Sales Essentials_Information Pack May 2016