Using Proactive, Collaborative Selling to Expand Client Opportunities
The Client Need
"We needed a virtual program that would equip our partner-level leaders to expand and support client opportunities and more proactively meet client needs."
- Fortune 100 Firm
The Design
An 80-minute, case-based, virtual instructor-led training (vILT) program focused on enhancing the skills of partner-level practitioners in the areas of identifying, managing, and winning sales pursuits focused on proactive, integrated, collaborative technology and analytics enabled solutions that resonate with clients.
Audience: Partners, Sr. Partners
Skills in Focus: Leadership; relationship-building; sales
Features: Virtual Instructor-Led Training (vILT); story-centered learning
The Details
The session kicks off with a facilitator-guided discussion on current marketplace trends, then differentiating between reactive vs. proactive-based sales strategies and discussing how marketplace trends demand new approaches.
Learners walk through a four-step collaborative sales model and learn how it can be applied to win pursuits centered on proactive, integrated, technology and analytics-based solutions.
Facilitators share real-life client situations in context with the collaborative sales model and ask learners to brainstorm how they would approach developing a collaborative solution to address the client’s needs. Experts discuss the merits of ideas shared.
