Bob Heckman and The Allen Group have conducted Business Development Workshops for clients in financial services, technology, and professional services. The length and content of each workshop is tailored to meet individual client requirements. These are a few examples:
Boardroom Selling Workshops
Based on Bob's newest book, Boardroom Selling: Proven Strategies for Selling to Decision Makers, this high-energy workshop is about what works in the corner office or the boardroom . . . where the final decisions are made.
You'll learn how to obtain a meeting with a decision maker you've never met and what to say on the important first call. Discover Bob's secrets for differentiating your service or product and some effective follow-up techniques.
These are some of the toughest questions in the sales industry, and you'll hear the answers based on decades of real world selling, not on concepts that sound good in the classroom.
To book this workshop for your organization or to find out more, or call today.
UniqueConnect Business Development Workshops
Driving the Right Revenue
Deciding on the most promising market segments, creating the best sales messages and market positioning, and developing a Go-To-Market Strategy.
"And that's significant because ..."
Working with the sales team to deliver the key sales messages with "proof points" and metrics designed to set your company apart from the competition. Clients buy when they understand the potential benefits in clear, measurable terms, anchored by facts important to them based on your homework and understanding of their business.
XXXOOO ... The Game Plan
While we don't draw the xxx's and ooo's on the chalkboard, we do plan the sales call with a proven approach. We include planning strategies when several people will be on the call, when company executives assist on the call, and when the prospect has members of their team in the meeting. There's no "winging it" with our system!
"We're just not interested ..."
Wouldn't it be wonderful if everyone bought as soon as our sales call concluded? This element of the workshop series focuses on dealing effectively with the objections and resistance encountered during the sales process. In addition, we work on techniques for "moving a deal along" when it seems to be stuck or off-track.
To book this workshop for your organization or to find out more, or call today.
Tight Budgets ... Selling Within the Organization
Designed for employees and managers who must present requests for new or additional resources such as people, equipment, and systems. Whether they know it or not, they are selling and it has to be effective to gain approval. Critical components of the workshop include:
- How a business really works, is measured and makes decisions on investments
- Learning how to map the proposed solutions to the needs of the organization
- Preparing a solid presentation and Business Case for action
- Understanding the language used by decision makers ... earnings impact, return on investment, trade-offs, cash flow analysis, and so forth
To book this workshop for your organization or to find out more, or call today.
Here's a twist ... Creating Value by Being a Most Valuable Client (MVC)
Significant value can be created by being a Good Customer whether internal or external. "Beating up the vendors" to get concessions such as better pricing can only accomplish so much. Being a firm, fair, and informative customer can deliver far more value and trust. Here are some sections of this workshop:
- How to create a productive atmosphere with a vendor to solve problems and explore solutions
- Identifying the actions that enhance or detract from effective Buying and Selling
- Developing an ongoing "Customer Satisfaction" dialogue
- Creating an ongoing plan for internal providers to regularly "call on their customers" in the spirit of providing better service and matching their requirements with the right product or service
- How to positively leverage an external supplier to gain better delivery, pricing, access to the best resources, and vital information
To book this workshop for your organization or to find out more, or call today.
New Year's Resolutions
We've listed our New Year's Resolutions and promise "to really make it happen this year". Unfortunately many of us can't even find the list a couple of months later!!
How do we turn our good intentions into action? This workshop is based on creating a list and an Action Plan. We'll discuss how to implement it, measure it, and change it when appropriate. Here are a few of the session's highlights that make it different and practical based on first hand experience:
- How to take personal inventory…what am I good at, what am I not good at? How can I improve or do I really have to improve in order to be effective?
- Selecting and working with a New Year's Resolutions Coach ... this step is critical in making personal goal setting and attainment work!
- Creating the Long List and refining it to the Short List
- Setting up a believable Calendar of Achievement and sticking to it
- When and how to modify your New Year's Resolutions
To book this workshop for your organization or to find out more, or call today.
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