Specialized industry sales workshops
Because of our insider perspective on sales and business, as well as research generation, we know the special requirements for selling research and advisory services. Whatever anyone says, this industry is different – and we can highlight those points of leverage where small changes to processes, incentives, or behaviors can have a big impact.
Our business development workshops for research and advisory industry sales teams, senior managers, and analysts bring focus and clarity, ideas, experience, realism. And great results.
We can help you – via gap analysis, strategic mapping, and informed probing – to develop more robust sales processes, new product packages and combinations, and persuasive new messaging for your sales and marketing campaigns.
Do your analysts win you extra sales?
Even more importantly, we can show you how to use the expertise and charisma of your analysts, right alongside your sales staff, to maximize the chance of a successful close.
Team selling workshops are a new phenomenon. But the difference they can make – in just a matter of days or weeks – guarantees that they are here to stay.
Sales people and analysts need to know how their roles fit together, how the analyst can bait the hook without giving too much away, what prospects are expecting, and what behaviors support the selling process without compromising the analyst’s authenticity. It’s not easy to get the balance right. But when you do, the coordinated approach is immensely powerful.
Nothing happens in business till someone sells something. Analysts who can show that they get it, who’ve been there, done that, and can add value as trusted advisers, bring a persuasive extra element to any sales discussion. A well coached analyst/sales combination can create opportunities, drive up win rates and order values, and shorten the sales cycle, repaying your training investment time and again.
Outsell believes the current competitive landscape, the economic turbulence, and the new information environment with free and social content are redefining the value proposition for all information products.
Outsell (report June 2009)