ROI of more than 400%: Selling effectively to key decision makers
“Selling to a C-level executive was always a complicated task. He has so many issues on his agenda that I was not even aware of. Getting the insight and understanding of the different C-level issues has made it possible for me to nuance my sales approach and target my sales messages. And it works! I can really say that attending the coaching program has made me understand the buying/selling process. I got a holistic view on CxO challenges, key drivers, value potential and the way they interlink. I really feel that I now have the keys to establishing CxO business relationships, and can exploit the various CxO sales approaches. All of this will help me to sell against my competitors, in that I can add real business value to the sale and better handle general CxO objections as well as price objections. This was the best training/coaching I have ever received.”
Jos Knops, Channel Sales Manager, The Netherlands
Identifying the buyer’s personality type and adapting my selling style
“Selling is so much a psychological game. I’ve always known that but not quite known how to deal with it besides trying to be a nice guy. This coaching process gave me some very useful tools to identify the buyer’s personality type and adapt my selling style accordingly. It has definitely improved my ability of selling. The value to me as a person was very high as well – for example it helped me improve my Emotional Intelligence.”
Mohamed Abdallah, Sales Manager, Egypt
Getting in contact with the CxO/Executive
“Being senior in sales, I know quite well that interacting with a CxO can be of vital importance for my success in sales. This coaching program has provided me with tremendous value – for personal development in terms of insight and areas of improvement to work on – as well as business wise in terms of skills growth. The value to me was extremely high. ”
Paul Hirsch, Business Development Executive, Communications Sector, Germany
Understanding executives’ business needs
“When I think of the excellent Training and Coaching Program, our entire Partner/Channel Management has been through, the following phrase comes to mind – if you do what you always did, then you get what you always got”. It is this inability or unwillingness to really look for ways, solutions or ideas that are outside the comfort zone that can limit the chances of creating a solution that really helps your Partners as well as your own Team move forward. I have now attended many different LEADing Practice courses/modules and have to say that the personal value and growth is tremendous, it challenges and questions ones approach in trying to develop and improve professional and personal skills. I find the programs to be refreshing and really stimulating to my professional as well as personal development”
Marc Bleiker, Business Development Manager, Partner/Channel Management, Switzerland
Prospecting training and coaching – Composing a winning value statement
“There is no doubt that with a focus on value instead of features and functionalities I’m now much more successful in getting attention the right places, both on how to get by the gatekeeper (e.g. assistant or secretary), get an appointment with the Executive Board (CEO, CFO, COO), the Line of Business (CMO, CHRO) or the Subject Matter Experts (IT-expert, data manager, technology or IT responsible). Building value based selling and emotional intelligence into my prospecting has definitely turned my approach up-side-down – and my sales results up.”
Sally Phillips, Client Manager, UK
It changed my prospecting approach
“Since I came back from the course I have had wonderful meetings with clients – especially executive meetings. My insurance customer presentation went so well. Before the meeting I convinced everybody to talk through the key topics – exactly as I wished ( using the new communication approach !!!). It went so well!!! On that day all 25 people were there but the CEO was missing and now we will redo the meeting only for him. Yesterday, I participated in a presentation to another of my customers. It was about software (internet portal). The presentation was prepared by our software experts for a CEO but it was so horrible. I helped the team by using my new approach. That saved the meeting and made it a big success. Today I made a new call, where I took my manager with me to the meeting and it really went so well. It was a winback customer and now they want to work with us – after having rejected us since ages – and we have already organised the next meeting.
I felt that I should write to you about my feelings. Now I feel much more comfortable and confident when I do customer calls. I just wanted to let you know….thanks again…this was the best course I have ever attended!!!!”
Suat Basturk, Client Representative, Turkey
Using emotional intelligence in prospecting
“Working with my emotional intelligence in relation to prospecting has given me a profound understanding of my own approach and how I interact with other people. Truly understanding the customer’s values and what motivates him to buy has become a fascinating exercise for me and it literally pays off when I manage to successfully integrate this when talking with a customer. I have attended different LEADing Practice courses and have to say that the personal value and growth is tremendous, it challenges and questions ones approach in trying to develop and improve my personal skills. I find the courses to be provocative and refreshing – really stimulating my personal development”
Kamel Kramer, Client Manager, UK
Sales impact
“Now, being able to identify companies’ business issues, I quite easily address relevant issues at all levels of the organization – talking to those who influence the buying process, communicating value to those who make the final decision. I’m stunned by the impact this has had on my sales and the impact the personal development plan had on me as a person.”
Mohamed El Sherbini, Business Development Executive, Egypt
Value Based Selling – More sophisticated methods for approaching the customers
“After attending different LEADing Practice training programs, I have to say that besides that they are fun, motivating and mind expanding, the personal inspiration and value is really tremendous. Attending the different programs boosted my sales and my relationship with the clients. I was somewhat stuck with only one type of sales approach. What I did not know, was that it inhibited my communication with the clients. Mastering new sophisticated value based methods of approaching a company and a CxO has definitely influenced my success remarkably.”
Nadine Wolanke, Software Sales Representative, Germany
Composing a winning value proposition
“Adding the right ingredients when cooking a meal is a precondition for having satisfied guests. Being able to compose a winning value proposition also demands you to add a bit of this and some of that in a very “tasteful” way. Attending this course gave me some good instructions on how to mix the ingredients – and on top it added some exotic spices to make it different from all the other well composed meals that my customers are offered.”
Sergey Fadin, Client Executive, Russia
Selling value based
“Even though I was already aware of addressing business needs I now realize that I was merely trying to convince the buyers that what I was offering was what they needed. This coaching process turned my perception up side down and the changes that this brought about have had a positive effect on my sales results. This course has given me some valuable tools to keep the communication on the value track.”
Gregor Klaus, Business Development Executive, Germany
Techniques for controlling the sales process
“We all like to believe that our actions are rational and goal-oriented. And they are – partly. But we are also driven by psychological needs of which we are largely unaware. This coaching course has given me some very good techniques for controlling the sales process. Understanding that all human behaviour is a blend of the rational and the irrational – the conscious and the unconscious.
I now understand that tailoring my value based communication to the needs and wants of the customer is much easier than I thought and I now work more effectively and with a shorter sales cycle. The value to me as a person was also extremely high, as it challenged me to work on my emotional intelligence, body language, communication structure, and conflict/negotiation capabilities.”
Jesus Corrales Villarejo, Client Representative, Spain
Partner and channel manager training and coaching turned me and my entire Partner/Channel network into action mode
“Just thought I ‘d let you both know that I have been using the skills that I acquired during the Partner Manager certification and coaching program and am seeing a distinct difference in the way my VARs, SIs and ISVs are responding to me. It has in turn helped me drive more revenue with them. Having said that there is still a lot more I can do and there is always room for improvement.
The greatest compliment was hosting the top Manager in our company here in South Africa and he visited some of the ISVs Partners with me & the feedback from him was extremely positive – he has seen a significant growth/development in me, with my dealings with the Partners and my confidence has improved drastically. Some of this growth has to be attributed directly to your partner certification and coaching program…. Thank you for pushing me, it has helped me better understand and exploit my potential. I’m happy that you have challenged me – and have demanded through this coaching process more of me, than I thought I could have done, in order to help me and bring my career to a new level. This all has truly turned me (and my entire Partner/Channel network) into action mode – because I have become conscious about how much I can gain as well as they have realized what they can gain. So again thank you.”
Merle Pillay, Territory Partner Manager, South Africa
