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B2B digital

Delivery

B2B digital

Sales training in a digital age

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Quotes from participants

“During my career, I have worked with many trainers & facilitators, both as a participant and as a manager, and I can say with honesty that the program Anderson delivered for my team and I was the most engaging, challenging and rewarding I have been involved with.”
Gordon Bethwaite – Business Development Manager, Widex UK (Medical Devices)

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Course outline

Just like a SCI-FI movie, today’s sales professional has to master face to face selling and selling in the digital domain, switching effortlessly between the two as their clients do.

Furthermore, as internet-empowered buyers research so much before even contacting a supplier, there is a strong need for sales organisations to tune into the customer voice and engage potential customers as early as possible. Our go to market strategy has to adapt for us to survive.

No two buying processes are the same, which also means sales people must be able to iterate and customise their own sales process for each opportunity.

Managing the sales funnel also requires differing sales competencies and a new relationship with marketing functions, as customers search in the social universe for products and services before engaging sales people.

The combination of these factors calls for new kinds of sales people – those who can sell iteratively.

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Audience

Sales staff and sales managers.

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Learning objectives

  • Map and understand client buying processes.
  • Design and adapt sales processes.
  • Use the principles of social media to generate leads.
  • Create excellent professional impact on-line and face to face.
  • Use current knowledge of persuasion and influence to convince clients.
  • Manage opportunities and the sales funnel to meet sales metrics and KPIs.

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Course format

5 x 1 days over 6 months with specified on-the-job learning projects.
Delivered in-company.

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Benefits

  • Excellence in joined up selling between face to face and on-line modes.
  • Ability to iterate and adapt sales processes to give the highest chance of success.
  • Competence in influence using a variety of methods.

“A significant 90% of marketeers indicate that social media is important for their business”
Social Media Examiner Report 2011

Find out more…

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Client Case Study

Interoll Case History

Nordics sales curriculum

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The Selling Interactions Difference: Our programmes are based upon our extensive research into sales best practice. Currently, our database holds details of over 1000 research cases. At the same time, 100% of our focus is on creating pragmatic, actionable training that sales people find invaluable in securing their targets. With a twin focus on attitude/ behaviour and strategy/process, Selling Interactions programmes equip participants with the best chances of sustainable success.