We believe in learning, but primarily in inspiring and motivating.
We believe in theory, but primarily in practical application, hands-on experience, and coaching.
We believe in training, but primarily in programs focused on sustainable results and lasting change.
We believe in coaches and trainers who originate from practical experience, specifically from our own practice.
Our passion for this distinguished profession, combined with over 45 years of experience in (telephonic) acquisition and communication, is translated into solutions designed to help you conduct more engaging conversations, yielding demonstrably superior commercial results.
Given that all training programs incorporate a substantial practical component, you will achieve results even during the training itself.
Through the follow-up sessions, these results are sustained.
Customized Training Programs: Your Organization at the Core
We do not subscribe to standardized sales training programs. Within the B2B segment, industries are so diverse that each company requires a tailored approach. What, precisely, is your objective with a sales course?:
- Acquiring more new clients;
- Achieving greater cross-selling;
- A higher conversion rate from sales conversations and proposals;
- A more efficient sales organization;
- Higher retention (customer value, repeat orders);
- A larger market share?
It is clear: sales training can achieve numerous objectives. We will collaborate with you to identify how sales training can contribute to your company's growth. Prior to the training, we will therefore send an intake form to both management and the training participants. Based on the completed form, we will customize the training topics with you. This ensures that we are fully aligned regarding the training's objectives and explicit content.
Sales training and coaching
Too often, we observe that sales training sessions inundate participants with theoretical knowledge and information on new skills in a short timeframe. We advocate for learning, but primarily for inspiring and motivating. While we certainly impart theoretical knowledge, our main focus is to actively engage with your team through coaching on the job! We demonstrate directly how to apply theory in practice, with an emphasis on sustainable change and lasting results. This approach is exclusively delivered by highly experienced coaches and trainers.
Each training commences with a theoretical day. We assess current practices, identify shortcomings, and determine areas for improvement. Through role-playing exercises, we immediately apply theoretical concepts to practical scenarios, facilitating continuous enhancement.
During the subsequent practical phase, we engage in hands-on application. Under the trainer's guidance, we will actively approach your prospects and clients, translating theoretical knowledge into practical execution. This involves direct engagement with your prospects and relationships, building upon the preparatory session. Conversations are continuously evaluated and feedback is provided throughout.
HOPE is not a strategy. Luck is not a factor. Fear is not an option.
Joffrey | Floor Coach & Sr. Business Developer
What areas can our training focus on?
Telesales for direct revenue
When the order value does not justify a sales representative's visit, B2B telesales or B2B telemarketing offers the optimal solution. Through our sales training for your inside sales team, we ensure that even prospects without direct personal contact with your sales force develop a strong rapport with your company. By training your inside sales department, we achieve a reduction in relative sales costs as a percentage of your revenue.
Telemarketing for New Business Development
Telemarketing is an excellent technique for market exploration and new client acquisition. Existing clients can also be effectively engaged through telemarketing for cross-selling and retention initiatives. Our targeted sales training assists your sales organization in systematically mapping your market and identifying new clients. Furthermore, we ensure that your existing client base generates increased value for the company. Such training significantly accelerates your company's growth.
Appointment setting
Many account managers still handle their own appointment setting, including for new business. This approach is often suboptimal, as their expertise lies more in engaging with existing clients. Frequently, they initiate sales pitches directly on the phone, whereas generating interest is paramount. A personal meeting invariably provides more time to present your proposition, which should be the primary objective.
When setting appointments with new prospects (cold calling), it is crucial to approach with the correct expectation. This addresses the well-known question: what’s in it for me? Bear in mind that generic attributes are, by definition, not unique:
- customer-centric;
- streamlined communication;
- proactive;
- excellent service, etc.
Every company claims to possess these attributes. Indeed, if you do not meet these generic characteristics, what is your raison d'être?
As part of our sales training, we will collaborate with your sales professionals to define a unique value proposition. What truly makes your company (product, service) unique and distinct from the competition? Once we have a clear answer, we will leverage this unique proposition to secure appointments. This will be applied in practical scenarios, targeting genuine prospects, with the objective of generating new business appointments.
Our sales training for new business appointments dedicates significant attention to practical skills, including:
- voice and intonation;
- Telephony Techniques;
- Mature Conversational and Advisory Skills;
- Conversation Structure and Composition;
- Preventing and Addressing Objections;
- Questioning and Needs Assessment.
Sales Training for Consultants
The sales training for consultants is designed for professionals who are not inherently sales-oriented. These individuals operate within business services, including lawyers, accountants, and business advisors. While undoubtedly experts in their respective fields, they frequently encounter challenges with client acquisition.
We assist them in systematically acquiring new business to ensure sustained company growth. We develop a model to seamlessly integrate these commercial activities into their regular professional responsibilities. Together, we craft a unique value proposition that enables them to connect with and secure new clients.
Commercial Training for Switchboard Operators and Receptionists
Ideally, switchboard operators and receptionists serve as the company's initial point of contact. However, we still frequently observe calls being answered in an unenthusiastic, careless, or unwelcoming manner. The significant impact of this initial interaction with the organization is often underestimated. This awareness is crucial. An effective, commercially-oriented approach to answering calls contributes significantly to the organization's overall success.
Our training is highly practical. Prior to the training, we conduct several 'ghost calls' to gain a comprehensive understanding of the employees' current skill levels. Subsequently, we delve into telephone etiquette and all intricacies of professional telecommunication. Hospitality, which is paramount for reception roles, is also extensively covered.
Training in Lead Nurturing
Every salesperson regularly encounters 'no' during their commercial activities; it is an inherent aspect of the process. However, 'no' is not always definitive. Consistently nurturing promising prospects yields substantial new business in the long run. This is particularly crucial when the pool of potential clients is limited.
In our 'Lead Nurturing' sales training, we instruct your sales professionals on how to consistently follow up with promising prospects without being intrusive. We emphasize how to continuously add value through these periodic engagements. Furthermore, we develop a tailored strategy for nurturing prospects, directly correlated to their revenue potential. Ultimately, it will become evident that long-term prospect nurturing significantly contributes to new business generation.
After-Sales
After-sales, which involves maintaining a 'warm' relationship with existing clients, ensures high retention rates. Strong client relationships foster greater trust, encouraging repeat business. Effective client contact is also crucial for the timely identification of dissatisfaction, thereby preventing unexpected client churn to competitors.
Through our after-sales training, we collaborate with your sales team to develop a structured plan for continuous client engagement post-purchase. This includes addressing questions such as: What can the client expect now? Is everything satisfactory? Do they require supplementary products or services (cross-selling)? Is it time for a repeat order?
Statistically, it is well-established that existing clients generate more revenue with greater ease than new clients. Consequently, a well-executed after-sales strategy enables you to achieve higher revenue with reduced sales effort.
Sales Training for Enhanced Conversion Rates
It can occur that various sales activities are executed proficiently, yet yield insufficient results. New prospects are regularly approached, ample appointments are scheduled, and numerous proposals are generated, but new revenue remains inadequate! This often stems from a lack of seamless integration between the different sales activities. The follow-up to initial steps may not align with the expectations established for the prospect.
By conducting a comprehensive audit of your entire sales operation, we identify areas where various sales activities lack proper alignment. In collaboration with your sales professionals, we develop an approach to optimize the entire sales funnel, from initial contact to order fulfillment. Subsequently, we refine this approach and provide targeted training to ensure all sales tasks function optimally, both individually and collectively. This significantly enhances the efficiency and profitability of your sales operation.
Online Training for Telephonic Acquisition
We also offer a specialized online group training for telephonic acquisition. This is particularly beneficial for account managers who need to increase their tele-sales activities, especially during periods like the COVID-19 pandemic. It is also a practical solution if you prefer not to have your entire department off-site. More information about this online training can be found here.
Let's Discuss
What are your sales objectives, where do you identify areas for improvement, and when were your sales professionals last externally trained? In an increasingly competitive global market, an optimal sales organization is paramount. Few investments yield as rapid a return on investment as an investment in sales training.
Leverage our over forty years of experience, gained with hundreds of companies in the B2B sector, applicable to your industry as well. Engage in a productive, yet non-committal, discussion with us. Significant sales growth is within your reach!
Contact us by phone at 070 313 44 44 or utilize our contact form.
The initial step towards new business…
It starts with a conversation, either online or on-site. You will outline your objectives, target audiences, and your exceptional product and/or service. We will then leverage our more than 45 years of experience to discuss a tailored strategy. After all, B2B Telemarketing, as an integral component of lead generation, offers unparalleled opportunities. Let's explore these possibilities together!
For more information, please contact Tom +31 70 3134444.
