©2012 Huthwaite, Inc.www.huthwaite.com

Coaching Winning Sales Strategies

The single greatest lever of change any organization can employ is effective coaching. Front-line managers have the pivotal role in ensuring behavior change by giving mean-ingful guidance for continued improvement. Withoutsuch direct, observed, real-time feedback, professionals have little means to gauge their progress and pinpoint their skill deficiencies. Huthwaite’s Coaching Winning Sales Strategies offers maximum benefit when salesmanagers and leaders attend both the strategy workshop with their direct reports and the coaching workshop after-ward. Just as salespeople need the right model to emulate for account strategy and development, coaches alsoneed models to guide their behavior.

Coaching Winning Sales Strategies will provide you the skills necessary to:

• Effectively coach your sales teams on processes and communication techniques

• Assess your sales team’s ability to plan and execute strategies that align with the customer’s Buying Cycle to accelerate forward momentum

• Coach your sellers to obtain customer decision criteria and influence them to win

• Help sellers plan and refine sales strategies for deeper account penetration while leveraging existing relationships

• Review sellers’ execution of sales strategies and provide feedback to ensure continued skill development with optimal sales results

Upon completion of the Coaching Winning Sales Strategiesprogram, you will be able to:

• Apply sales strategy for each phase of the Buying Cycle• Steer the sale from the onset of the relationship• Keep sales opportunities moving forward• Strengthen their competitive position• Solidify and expand key relationships and ensure a

smooth implementation to secure future business• Capitalize on the inevitable changes in their customers’

businessenvironments and begin new Buying Cycles

Microsoft reports “exceptional results” from their Huthwaite Coaching program!

About HuthwaiteAs the world’s leading salesperformance improvementorganization, Huthwaite drivesincreased top line performancefor our clients by optimizing every sales and marketing interaction with the buyer throughout the shiftingrevenue continuum. Founded onscientifically validated behav-ioral research, our methodolo-gies which include the interna-tionally renowned SPIN® Selling program, guarantee sales success. Huthwaite assesses your organization’s needsand develops customized salesperformance improvement andcoaching programs that drive real business results.

Coaching Winning Sales Strategies

The Aberdeen Group’s 2011 research on sales training showed that Huthwaite customers out-performed all other firms surveyed in team attainment of quota, customer renewal rate and lead conversion rate.

Delivery OptionsThis is a one-day, participatory program with frequent oppor-tunities to practice the skills and behaviors that lead to sales success.

Here’s how you can take part in our programs:• Attend one of our regularly scheduled public workshops

(includes Integrated Learning Experience)• Have a customized on-site session delivered for your team

(includes Integrated Learning Experience)• Recognize the Buying Cycle phases your customers go

Reinforcement and Integration with CRMHuthwaite’s Call Plan integrates seamlessly with Salesforce.com and is available for free. The Call Plan and Call Plan Template can be saved, shared, and exported. For more information on downloading this app, please visit us at www.huthwaite.com.

Huthwaite Dealmaker reinforces positive selling behaviors by embedding them into daily use. Huthwaite Dealmaker works with most CRMs or as a standalone tool. Learn more about Huthwaite Dealmaker by visiting us at www.huthwaite.com.

©2012 Huthwaite, Inc.www.huthwaite.com

Huthwaite’s Public WorkshopsHuthwaite’s Public Workshops impart the skills, tools and strategies you need to gain the competitive edge. These dynamic workshops give youand your sales people the springboard to maximize sales skills, shorten sales cycles and close more business.

Huthwaite Offerings

SPIN® Selling – Proven method-ology to improve sales perfor-mance

Winning Sales Strategies™ – Gettools for analyzing competitive account positions

Buyer Focused Marketing™ – Create customer demand by resonating, motivating and differentiating

Negotiating Skills™ – Using the most sophisticated negotiating model ever devised, plan for win-win results

Desperately Seeking Prospects – Attain practical methods for selecting the right targets and planning and executingeffective prospecting calls

* Each offering above has a one-day coaching component