SKILL AND TOOL LIBRARY

The SKILLS DEVELOPMENT WORKSHOPS focus on the skills required to succeed in selling in today‘s BtB environment. The workshops are custom-built based on a Skill and Tools Library consisting of over 50 skills.

Skill-Set ICONS quer

CUSTOMER-SPECIFIC WORKSHOP LAYOUTS

The Workshop design process is based on seven steps:

  1. Overview of the Methodology and Tools
  2. Definition of the individual Skills Profiles relating to the Sales Model and classification along the Sales Process and stages
  3. Build and compilation of the Curriculum (Content and Learning Plan)
  4. Development/Customization of the Sales Kits©
  5. Development of Workshop Materials (Manual and Work Book)
  6. Final Review and Approval  
  7. Print and Delivery Management

 

 

WORKSHOP TYPES AND FORMATS

SKILLS DEVELOPMENT WORKSHOPS
The Skills Development Workshops provide a blend of Methodology, Tools and Skills designed for

  • a specific seller role
  • addressing today‘s market challenges
  • equipped with the Buyer 4.0 Selling Skills
  • aligning with the new Decision-Making Patterns© of Buyer 2.0
  • including Messaging and Conversation Skills
  • supported by the appropriate set of Sales-Tools
  • integrating into a consistent Sales Process

BUSINESS SIMULATIONS
This Workshop format focuses on practicing the new Skills in the Seller’s working environment. Through working on a live opportunity, sellers embed the new skills in their daily work.

  • Customer Meetings
  • Phone Calls
  • Setting appointments and Email correspondence
  • Presenting the Product Portfolio
  • Submitting and defending the Proposal
  • Final Negotiations

This highly effective and practical format, in combination with the appropriate Skills Development Workshop allows for a knowledge transfer that is as close to real life as it gets.

 

PROGRAMs UND WORKSHOPS
The programs cover all crucial  Business-Scenarios along the Sales Cycle: 

  • INSIDE SALES  (Qualification of Inbound Leads and Telesales)
  • PROSPECTING  (Acquisition of new potential clients)
  • SALES CONVERSATIONS  (Creating demand and initiating new business with new and existing clients) 
  • OPPORTUNITY MANAGEMENT  (Control of Sales-Cycle in Complex Sales)  
  • FINAL AGREEMENT  (Presenting proposals and closing the deal) 
  • SALES MANAGEMENT & COACHING  (Pipeline Management and Leadership) 

 


WeltkugelINTERATIONAL ROLLOUTS

LANGUAGES AND COUNTRIES
Through our international network of highly experienced consultants, CODE | 21© can be deployed in 11 languages in order 20 countries.

 

               What do the Sales Tools look like?

Take a look at our Sales Enablement Tools to see how your teams could be enabled to better success in the critical steps of the Sales Process.

Sales Enablement