(3 workshops, 4 hours each)
This workshop series gives entrepreneurs techniques to map out their sales process as well as tools to manage and influence sales opportunities.
Next RIC Workshop
Day 1 – TBD – 8:00 AM – 2:00 PM
Day 2 – TBD – 8:00 AM – 2:00 PM
Day 3 – TBD – 8:00 AM – 2:00 PM
Questions? communications@riccentre.com
| Day 1 – 8:30 AM – 1:00 PM The Sales Funnel Define the stages of the sales cycle for your customers and map out your sales pipeline. Deliverable: A spreadsheet with sales-funnel data for a prospective customer. |
Pre-reading Materials Building an Early B2B Sales Forecast Stages of the Sales Funnel Sales Metrics The Characteristics of a B2B Technology Sale |
| Day 2 – 8:30 AM – 1:00 PM The Sales Call Practice managing individual sales opportunities in order to turn leads into prospects. Deliverable: Techniques to book, prepare for, and conduct a sales call. |
Pre-reading Materials Sales Call Talk Track Preparing for a Sales Call Booking a Sales Call Conducting a Sales Call |
| Day 3 – 8:30 AM – 1:00 PM Understanding Negotiations Practice managing individual sales opportunities in order to turn prospects into closed transactions. Deliverable: Techniques to negotiate with customers and close a deal. |
Pre-reading Materials Closing a Sale Following up a Sales Call Negotiations Negotiate This! Deal or No Deal: The Art of Successful Negotiations |
