Sales
Sales Resource Center Membership Sign-Up
If you can answer yes to any of the questions below:
- Are you tired of losing deals to competitors when you believed you had the advantage?
- Your new, qualified sales people are not meeting their goals?
- Do you need specific training to enrich your sales people or transform your organization?
Then, you will find answers to your most pressing sales and sales management challenges, be able to assess strengths and weaknesses, and avail yourself to the most practical sales training courses and modules available (more than 435 of them). Learn how to make more money, grow more competent and confident from better understanding the needs of your customers, the sales process and relationship dynamics.
Sign-up, now
Don Astras is an affiliate sales trainer of the Sales Resource Center and has been authorized by Dave Kahle to conduct Kahle Way Sales System training
and consulting services.
Diagnosing and Improving Your Sales Process
Show executives where 10% more effort can double company profits and income. Use this knowledge to improve your sales processes and soft skills using any current Customer Relationship Management System:
- Find out how to pinpoint weaknesses in your current sales processes
- Understand the constraints that prevent you and your organization from improving them
- Establish the value of changing behaviors
- Introduce proven, best practices for systems and sales procedures
Duration: Half day
Kahle Way Business-to-Business Selling System
The Kahle Way B2B Selling System not only includes the key principles, strategies, processes and tools salespeople need to excel at complex sales, but assessments to continually improve, grow more competent and feel more confident. This combination of videos, role-play and discussions makes it easy to practice becoming a sales success. Designed for business development executives and sales and account managers.
- Creating annual goals and objectives
- Prioritizing accounts to focus on the highest potential
- Creating key account plans
- Creating a monthly plan
- Organizing for optimal use of time
- Learning about the customer
- Deepening the relationship
- Presenting products and programs
- Acquiring agreement for customer actions
Duration: Three days
Sales Certification
We offer a certification program through DaCo. To be certified, sales professionals must attend the live program, pass an online exam, and be endorsed by their managers.
Behavioral Assessments
Create personal development plans for individual salespeople or sales teams by using behavioral assessments. With Tempest’s assistance, a sales manager can use the assessment to profile the sales team and chart a path to take them to higher levels of performance.
Sales Resource Center Membership
Membership includes access to more than 435 practical modules. Continue to learn how to make more money, grow more competent and confident from better understanding of customers’ needs, the sales process and relationship dynamics.
Sign-up for your assessment, now
How to Give Effective Sales Presentations
Shows owners, management, and professional staff how to:
- Prepare more effective sales presentations using popular software
- Deal with the fear of making presentations
- Use the first three minutes for maximum impact
- Get and maintain audience interest for your firm's specific solutions
Duration: Half day
Advanced Presentation Skills
Improve the level of communication skills for owners, management and professional staff through:
- Realistic role play presentations
- Putting the attention on the presentation instead of the presenter
- Building rapport with various audiences
- Knowing how and when to ask for the order
- Requires team assignments before workshop
Duration: One day
ACT! 2012
Introduction to ACT!
Will help sales and management staff plan sales calls more effectively and build better customer relationships. Easily recall details of meetings, phone conversations and proposals. You will learn how to:
- Schedule phone calls, appointments and tasks without typing
- Manage your activities and work with other users
- Find groups of customers for easy follow-up
- Automatically generate proposals and correspondence
- Hands-on: Requires ACT! software lab. No Prerequisites
Duration: Half day
Intermediate ACT!
Will help sales and management staff plan organize and find strategic selling information. Schedule group activities and mailmerge follow-up to target groups of customers and prospects. You will learn how to:
- Build complex filters and groups of customers for very specific follow-up
- Schedule phone calls, appointments and tasks to these groups
- Automatically generate personalized mailings and literature fulfillment to these groups
- Analyze sales productivity, forecasts and leads
- Hands-on: Requires ACT! software lab. Prerequisites: Introduction to ACT!
Duration: Half day
Opportunity Management with ACT!
Will help sales and management staff follow pre-defined processes for strategic selling (similar to Miller Heiman methodology for large account selling). Learn how to record all pertinent activity during the sales cycle. You will practice how to:
- Identify and work with key influencers in the opportunity pipe line/li>
- Easily visualize progress or snags in the processes
- Archive and track all related opportunity documents
- Reach objectives sooner by following proven processes adapted to your organization
- Hands-on: Requires ACT! software lab. Prerequisites: Introduction to ACT!
Duration: Half day
Advanced Marketing with ACT! and Swiftpage
Designed just for marketers. Will help prepare you to execute the most powerful marketing campaigns and strategies using ACT!. You will learn how to:
- Help your salespeople focus on the hottest leads instead of wading through an entire list of prospects
- Use the ten best practices of database management
- Administer advanced mass mailings and track and measure the results of your campaigns
- Send effective and personalized mass e-mailings
- Create and administer drip marketing campaigns for nurturing leads, promoting events and product launches, as well as nurturing existing customers
- Establish a literature fulfillment processes to streamline responses to customer/prospect inquiries
- Use web connectivity capabilities to research clients and customers and tie their web inquiries directly to ACT!
- Hands-on: Requires ACT! software lab. Prerequisites: Introductory and Intermediate classes
Duration: One day
ACT! System Administration
Helps system administrators customize ACT! to their organization’s requirements for security, look and feel and functionality. You will learn how to:
- Set-up users and their preferences, menus and toolbars
- Administer synchronization and perform system and data maintenance
- Customize the fields, lookups and detail records
- Administer the web interface, Outlook or Google integration or remote access with Sage ACT! Connected Services
- Hands-on: Requires ACT! software lab. Prerequisites: Introductory and Intermediate ACT!
Duration: One day
GoldMine CRM
Introduction to GoldMine
Will help sales and support teams and management staff plan sales calls more effectively and build better customer relationships. Easily recall details of meetings, phone conversations and proposals. You will learn how to:
- Schedule phone calls, appointments and tasks without typing
- Manage your activities and work with other users
- Find groups of customers for easy follow-up
- Automatically generate proposals and correspondence
- Hands-on: Requires GoldMine software lab. No Prerequisites
Duration: Half day
Intermediate GoldMine
Will help sales and support teams and management staff plan organize and find strategic selling information. Schedule group activities and mailmerge follow-up to target groups of customers and prospects. You will learn how to:
- Build complex filters and groups of customers for very specific follow-up
- Schedule phone calls, appointments and tasks to these groups
- Automatically generate personalized mailings and literature fulfillment to these groups
- Analyze sales productivity, forecasts and leads
- Hands-on: Requires GoldMine software lab. Prerequisites: Introduction to GoldMine
Duration: Half day
Opportunity/Project Management with GoldMine
Will help sales and support teams and management staff follow pre-defined processes for strategic selling (similar to Miller Heiman methodology for large account selling) and project management after the sale. Learn how to record all pertinent activity during the sales and project cycles. You will practice how to:
- Identify and work with key influencers in the sales and project management processes
- Easily visualize progress or snags in the processes
- Archive and track all related opportunity and project documents
- Reach objectives sooner by following proven processes adapted to your organization
- Hands-on: Requires GoldMine software lab. Prerequisites: Introduction to GoldMine
Duration: Half day
Advanced Marketing with GoldMine
Designed just for marketers. Will help prepare you to execute the most powerful marketing campaigns and strategies using GoldMine. You will learn how to:
- Use the ten best practices of database management
- Administer advanced mass mailings and track and measure the results of your campaigns
- Send effective and personalized mass e-mailings
- Store key marketing materials in GoldMine's knowledgebase and disseminate it quickly to the sales department
- Use e-mail rules and default e-mail templates so that your company can share its own unique branding and respond promptly to customer/prospect inquiries
- Establish a literature fulfillment center to streamline responses to customer/prospect inquiries
- Use web connectivity capabilities to research clients and customers and tie their web inquiries directly to GoldMine
- Hands-on: Requires GoldMine software lab. Prerequisites: Introductory and Intermediate classes
Duration: One day
Customer Service with GoldMine
Designed for customer service reps and help desk personnel, this class will help prepare you to quickly resolve customer issues using GoldMine:
- View your case load
- Create new cases using templates for various issue categories
- Reassign, escalate and review progress
- Filter cases by rep, type and customer
- Leverage the knowledgebase to identify solutions
- Hands-on: Requires GoldMine software lab. Prerequisites: Introduction to GoldMine
Duration: Half day
GoldMine System Administration
Helps system administrators customize GoldMine to their organization’s requirements for security, look and feel and functionality. You will learn how to:
- Set-up users and their preferences, menus and toolbars
- Administer synchronization and perform system and data maintenance
- Customize the InfoCenter, fields and detail records
- Structure basic Automated Processes and Telemarketing scripts
- Hands-on: Requires GoldMine software lab. Prerequisites: Introductory and Intermediate GoldMine
Duration: One day
Change Management
Who Moved My Cheese
Based on the number one best-selling book, Who Moved My Cheese? from one of the world's acknowledged experts on management, Dr. Spencer Johnson. Learn best practices of change management. Designed for executives, managers and teams facing changing environments.
- How to prepare for change
- When to interpret signs of change
- Identifying destructive behaviors
- Minimizing stress
Duration: Half day
Marketing
Identifying Your Best Customers and Markets
Show executives tools that can attribute 80 to 90 percent of your sales and profits by actual market segment. When you know the demographics of your most profitable customers, then you can:
- Reduce wasted sales time and mailing costs by verifying the accuracy of existing databases
- Help sales reps better assess individual account potential and appear more professional by enhancing existing information with Dun & Bradstreet demographics (annual revenues, number of employees, year established, projected growth rate, etc.)
- Identify where to find more accounts similar to your top accounts
- Develop a methodology for evaluating entire regions for strategic potential for new business, as well as evaluating penetration within existing accounts
Duration: Half day
Developing a Practical Marketing Plan
Helps owners, management, and professional staff to:
- Determine your firm's market position and understand customer perceptions
- Learn how to build better relationships with customers and alliance partners
- Evaluate the impact of pursuing new business from existing, as well as new customers
- Develop strategies for new products and services
- Write action plans that achieve measurable business objectives
Duration: One day
Developing a Personal Marketing Plan
Show business development managers and staff where to leverage efforts to achieve marketing goals. Use this knowledge to improve your sales effectiveness and to:
- Translate strategic marketing plans (from Developing a Practical Marketing Plan -- Market Segment ABC Assessment and Competitor Analysis) into practical terms and activities that are recorded and measured using CRM Software
- Build a Feature/Advantage/Benefit Matrix to provide a consistent message to each target market relating to each product or service
- One-Minute Phone Script - to introduce yourself, your organization's products and services, and local your business referral network
- Write a Personal Marketing Plan that you can commit to achieving
- Includes a planning session to identify issues and review the customized training materials; and a debriefing for owners and top management
Duration: Two days
Keeping Your Best Customers Loyal
Show executives how to turn their organizations into Customer Loyalty Leaders:
- Ten Question Acid-Test for CRM system usage
- Five Best Practices in CRM demonstrated using GoldMine
- Why Loyalty Leaders earn higher profits
- Learn the fundamentals of customer loyalty, assess your own organization's situation, set priorities and leave with the essentials of a sales and marketing technology plan for building customer loyalty
Duration: Half day