INB improves the effectiveness of salespeople’s demand generation activities and their ability to fill the pipeline with qualified opportunities. Participants learn to identify potential needs in target accounts, approach and gain credibility with customer executives, and successfully initiate new opportunities.

Customer Issues

• Insufficient number of qualified opportunities and too many «dead horses» in the pipeline
• Reactive sales approach – aggressively waiting for the phone to ring
• Difficulty approaching new customers and securing the first meeting to get a foot in the door
• Failure to identify needs – meetings end with customers saying «call me in 6 months or send me information»

Solution Overview

• Workshop concept examples are tailored to company specific business
• 2-day workshop in which salespeople apply the concepts to selected target accounts
• Ongoing coaching and implementation support to ensure fast and sustained impact on business results

Benefits

• Easier access to key decision makers early in the sales process
• Customers feel well-understood as a result of better meeting preparation and execution
• More qualified opportunities in the pipeline – sufficient coverage to reach targets even if a large deal is lost
• New opportunities have Mutually Agreed Action Plans to keep the process under control and moving forwards

Strengths

• Methods, tools and concepts are based on customer expectations of good meetings
• Concepts leverage and enhance each sales-person’s natural selling style to ensure adoption
• Facilitators demonstrate successful application of methods through personal experience
• Sales managers are supported with ongoing coaching throughout the implementation process