SALES CULTURE TRANSFORMATION
Customized sales training designed to increase sales performance and enhance how you sell
LET’S GET RIGHT TO IT
“Culture eats strategy for breakfast,” was a phrase originated by Peter Drucker and became famous when the President at Ford, Mark Fields, made it a corporate reality of business transformation. Regardless of the type of business or size, transformation or change comes from strategy, capabilities, and culture. When a business can leverage the power of a defined strategy, capabilities to get there and a culture that supports and drives greatness this creates a trifecta of momentum that is highly successful.
LET’S GET TO WORK
We don’t train sellers and marketers, we transform them. When the status quo isn’t working, let’s figure out why. We’ve got some questions to better understand your goals and the obstacles that are in the way of reaching them. Next, we will create a plan to uncover and unleash that potential to deliver the results that will help you transform your team from just being good sellers and marketers to great sellers and marketers that will get the job done.
PLANNING
These are just a few of our most powerful and popular programs
Targeted Territory Selling
It is a big world out there. Is your team focused on the right customers? The right markets? And right buyers of your products and services? This program enables your sellers to identify, prioritize, and segment accounts where there is the greatest potential for current and future revenue demand.
Does your business thrive on large accounts? Major accounts can be a high-dollar revenue source if you have a plan to win their loyalty and increase your footprint in their organization. If you are looking to bring on new large volume accounts, this program can help account managers develop an effective strategy to win their business, improve and deepen relationships, resulting in more revenue at higher margins.
Major Account Planning
Major Account Planning
Does your business thrive on large accounts? Major accounts can be a high-dollar revenue source if you have a plan to win their loyalty and increase your footprint in their organization. If you are looking to bring on new large volume accounts, this program can help account managers develop an effective strategy to win their business, improve and deepen relationships, resulting in more revenue at higher margins.
Channel Partner Management
Does 80% of your channel revenue come from 20% or less of your partners? What if you could increase your channel revenue by increasing the number of partners who lead with your products and services first? This program will provide channel managers with effective tools to develop, manage and focus partner resources resulting in a greater presence and awareness across key markets and customers increasing market share and revenue
Complex opportunities can yield big wins…or losses. Time and resources can be tied up in potential sales that sometimes can take years to close. A well-defined strategy that can secure a spot in the bidding and key selling skills to increase competitive advantage and alignment to key decision-makers can increase win odds. In this program, sellers will learn how to navigate through committee decisions, procurement, long sales cycles and the many pageants of demos.
Strategic Opportunity Selling
Strategic Opportunity Selling
Complex opportunities can yield big wins…or losses. Time and resources can be tied up in potential sales that sometimes can take years to close. A well-defined strategy that can secure a spot in the bidding and key selling skills to increase competitive advantage and alignment to key decision-makers can increase win odds. In this program, sellers will learn how to navigate through committee decisions, procurement, long sales cycles and the many pageants of demos.
EXECUTION
The tools to our methodology.
Certainty Selling® Sales Training
While today’s buyer has a plethora of information at their fingertips to conduct research before purchasing, they are far more confused than their predecessors. Every vendor believes their product is the best which leaves buyers wondering; “what is best for me and what I really need?” This consultative approach teaches sellers how to focus on helping buyers make the right decision. The MKH team has proprietary certification in this methodology proven time and time again to enable sales professionals to understand and adapt to buyer’s needs and situations. It establishes a repeatable framework for sellers to qualify merited sales opportunities, navigate conversations, put the fear of risk at ease, reduce sales cycles and increase win percentages.
How aligned is your marketing and sales approach? Imagine how a prospect feels when marketing messaging doesn’t support what the salesperson is saying? When marketing and sales align their approach, they can be much more effective and impactful in connecting to potential customers. The Certainty Selling Messaging® program creates a framework that enables marketers to position compelling messaging for products and services. Focusing on creating vision and value to solve business problems, effective messaging can ensure marketers reach potential buyers who have a need and help sellers position offerings that solve business problems.
Certainty Selling Messaging®
Solution Messaging®
How aligned is your marketing and sales approach? Imagine how a prospect feels when marketing messaging doesn’t support what the salesperson is saying? When marketing and sales align their approach, they can be much more effective and impactful in connecting to potential customers. The Solution Messaging® program creates a framework that enables marketers to position compelling messaging for products and services. Focusing on creating vision and value to solve business problems, effective messaging can ensure marketers reach potential buyers who have a need and help sellers position offerings that solve business problems.
Sales Management & Coaching
This program provides sales managers with the tools they need to successfully cultivate their sales teams, forecast sales accurately, locate and review lucrative sales opportunities, develop sales professionals’ skills, and offer insightful coaching to increase business wins.
Additional Sales & Marketing Programs
In addition to our core competencies, we offer a plethora of programs to support and drive performance. With committed execution to empower sales professionals’ to transform strategy into actionable skills, MKH Associates works with sales leaders and their teams to achieve high levels of performance, build complex sales pipelines, deliver engaging sales presentations, and executive-level selling improvements. Our training results in a transformed culture of high performers
The Mastery Program For Sales Prospecting
This program enables business development and sales development representatives with techniques for effective prospecting, sales opportunity creation, and improved qualification determinations leading to increased sales productivity, revenues, and pipeline consistency.
A training program for sales professionals and sales managers that focus on inside sales such as tele-prospecting, transactional sales, add-on sales, complex solutions, and/or customer issue resolution. Inside sales professionals learn how to effectively stimulate interest, establish credibility, and qualify valuable sales opportunities objectively which leads to improved win rates and shorter inside sales cycles.
Inside Sales Training Program
Solution Selling® for Inside Sales Training Program
A training program for sales professionals and sales managers that focus on inside sales such as tele-prospecting, transactional sales, add-on sales, complex solutions, and/or customer issue resolution. Inside sales professionals learn how to effectively stimulate interest, establish credibility, and qualify valuable sales opportunities objectively which leads to improved win rates and shorter inside sales cycles.
Sales Presentation Skills
A presentation is only as strong as the presenter behind the presentation. This skills training program teaches sales and marketing professionals how to understand buyers’ true motivations, develop buyer-focused content, enhance communication skills, and create a sales presentation that is compelling and effective.
This program teaches sales professionals regularly engaged in high margin negotiations on how to strengthen negotiation skills, reach collaborative decisions with fewer concessions, increase value for all parties involved, reduce sales cycle times, increase customer satisfaction and therefore increase sales productivity.
Collaborative Sales Negotiations
Collaborative Sales Negotiations
This program teaches sales professionals regularly engaged in high margin negotiations on how to strengthen negotiation skills, reach collaborative decisions with fewer concessions, increase value for all parties involved, reduce sales cycle times, increase customer satisfaction and therefore increase sales productivity.
Executive-Level Selling
Executives are the key decision-makers of any organization. This training program teaches sales professionals methods and skills on how to identify the right executive-level targets, gain access to them, conduct value-based strategic conversations, and secure future access by developing stronger relationships.