Overall objective of program
To develop the business development/sales mindset and capability of employees accountable for sales results
This is an inhouse program, designed for groups of 12 people or fewer
Ideally a live workshop followed by follow up webinars (or follow up workshops) however a 100% webinar program is available.
Structure/inclusions of Inhouse program
a) Foundation workshop (half day) of 3.5-4 hours
b) Review session: 4 to 11 review sessions (either 60 minute webinars or 2 hour workshops) covering the review and deepening of the foundation material and accountability of individuals to their stated action items from the previous session
c) Ad-hoc coaching ‘on the run’ as required/requested. Telephone coaching available for participants on an as-needs basis
d) Debrief on program completion with program sponsor
Content of Program
This program is designed to provoke insight and skill development amongst any sales executive/leader/team about why it’s important, and how, to sell in a way that customers of professional services both value and prefer.
The content of the program comes from the most recent and comprehensive global research into B2B sales, recently released as a book The Challenger Sale: How to Take Control of the Customer Conversation by Matthew Dixon and Brent Adamson (Portfolio Penguin, 2013)
Specifically the program covers:
The current competitive environment that companies operate in
The importance of a business development mindset
The recently released global research on what skills are possessed by high performers in sales. This research reveals the window of opportunity for sales professionals to genuinely consult rather than just build relationships with clients.
When, and how, to have potentially difficult, yet respectful, conversations with clients to powerfully present yourself as a genuine consultant whose services are different and worth engaging on an ongoing basis.
When and how, to respectfully walk away from a client or prospect with your reputation intact
The role of support marketing material and sales templates in differentiating your service from competitors’ services
I premiered this material (as a keynote presentation) at the RCSA March 2013 breakfast series and received consistently excellent feedback with the presentation being rated an average 4.6 out of 5.0 by the 175 participants.
A selection of comments provided in the official feedback survey were as follows:
'Ross' presentation was excellent - enjoyable, incredibly relevant and offered practical tools that we will implement in our own business'
'Outstanding speaker! Truly understands the role of a professional recruiter who knows how to lead the customer'
'Ross delivered some great information and insights, and did so in a very professional and enjoyable way'
'It was a really good presentation. Ross is a delightful presenter'
'Ross is a very professional and dynamic speaker'
When I ran this same program for Beilby Consulting, the (then) Beilby CEO, Barry Vienet wrote the following testimonial:
“Ross conducted two separate training workshops for our consultants on both sides of the country. He prepared well and had an excellent understanding of our business drivers and also of the participants. He presented the training material really well and then facilitated an excellent workshop.
He displayed both passion and deep knowledge of the recruitment business and was also able to tie it into, and make it relevant for, our HR Consulting people as well. The feedback from all participants has been glowing. We have also engaged Ross to conduct several follow up webinars, which we are all looking forward to.”
Investment per inhouse program
In the range of AU$7,500 to AU$20,000 plus GST dependent upon the number of participants and the mix of live workshops versus webinars.
A specific quote will be provided on request.
1. Prices are based on services provided in Australia. For a quote on services to be provided in another country please email Ross Clennett for a specific quote.
2. Prices are accurate at time of publishing and may be subject to change without notice.
3. Public program prices are inclusive of credit card fees. Inhouse programs are invoiced for EFT payment however credit card payment can be arranged upon request (Credit card surcharge: AMEX = 3.57%, Visa & Mastercard = 2.5%)
Ex-Melbourne expenses (economy flights, accommodation, transfers and parking) are invoiced at cost or paid for directly by the client. If other paid client work is undertaken on the same interstate trip then expenses are shared evenly across all clients.
50% upon signing of services agreement and the balance to be invoiced as per individual agreement depending upon length and timing of engagement.
All invoice terms are 14 days unless otherwise agreed.
Please direct all enquiries about this inhouse program [email protected]