Keynote Subjects
Value Forward Communication
How to Sell to Management - Become
a peer in the boardroom, instead of a vendor waiting in the hallway!®
The foundation of Paul's international best selling book Value
Forward Selling this presentation shows how to increase
your team’s
peak performance and position your corporate value in front of you,
bypassing being pulled into commodity and being compared to your
competitors. Through the use of unique language, experiential communication
methods and psychological ROI, audience members learn how to increase
their sales success, penetrate the no talk zone of management to
force prospects to see them as a business peer and strategic advisor.
Your Audience Will Learn
- How to create business value that is three dimensional
- The four main reasons why prospects buy and how to use this information
as a selling tool
- How to create specific prospect language that makes you sound
like a peer, not a vendor
- How to use consequence management as a sales tool that forces
prospects to take action steps to buy
The Benefits Your Audience Will Receive
- Increased individual and team sales success
- Increased value communication with new prospects and existing
customers
- Create business value that prospects believe
- Understand how to reposition your firm so it is seen as strategic
advisor, not as a vendor in commodity
- Increased sales success selling different industry verticals
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Sales Management Power Strategies:
Building a replicable and scalable
revenue capture machine
Managing the sales process and sales team members is a complex,
stress driven environment. Sales team success can be increased by
managing your department through premeditated business metrics and
communication approach where you use a planned performance model
that treats management goals and your sales team member’s personal
goals as one.
Your Audience Will Learn
- The 8 most common types of salespeople and how to how to hire based
on your company's business model
- The top 15 sales metrics you need to use to manage their sales
team more effectively
- The top ten sales interview questions – you must ask that
most people don't
- How to calculate lost sales analysis for your sales teams
The Benefits Your Audience Will Receive
- Increased sales team performance and
manage sales manager stress
- Be able to hire salespeople who sell
- Reduce your new sales member hiring costs
- Manage your sales team by logic not emotion
- Increase sales territory effectiveness and production
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CEO Power Strategies: Strategy Is Important; Execution
is Better!
Driving company performance requires a fine balance between understanding
how to grow your business; managing potential business growth bottlenecks
and staffing your team with associates who share your goals.
Through this session, Paul outlines key action steps CEO’s,
business founders and senior management principals can take immediately
to increase their business success.
Your Audience Will Learn
- The top six business models you can use to grow your
company successfully
- How to prototype your business market opportunities
to increase revenue capture success
- Why strategy without execution
is wasted thought
- How to use the Alliance Partner Collectives
to roll-up corporate revenue
The Benefits Your Audience Will Receive
- Reduced operational costs by making business decisions
based on logic not emotion
- Be able to invest capital in productive
assets that increase corporate success
- Be able to use strategic partners
as successful business driver tools
- Understand why most management teams
fail and how to bypass these action steps
Download PDF Brochure
All topics can be customized to your business and event objectives.
About Paul DiModica
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