// web: www.thesalesway.com // email: info@thesalesway.com //

“The world of sales is changing, therefore a dynamic, innovative and original

approach to sales training and enablement is vital.”

Creating dynamic

sales training

content for the IT

industry

www.thesalesway.com

The Sales Way creates dynamic sales training content for the IT industry, helping technology sales teams to articulate key messages clearly.

The need to increase sales volumes and revenues whilst focusing on

retaining existing customers has driven many business leaders to

question the efficacy of their current sales training programs. The current economic

situation has also imposed further pressures upon sales budgets to deliver tangible and measurable returns on training investments.

Businesses could once afford to spend the time and money required on training highly

specialised salespeople. However the pressure for sales personnel to be highly adaptable with a broader skillset, requires a fresh approach to remain

ahead of the competition.

The Sales Way helps you on this journey by creating dynamic sales literature and

content - ranging from solution battlecards to detailed strategy and product sales guidebooks.

We also help to bring your propositions to life in customer engagements by

designing, diagraming and scripting presentations, which demonstrate how to deliver concise and coherent whiteboard presentations - specific to your

technology proposition.

THE WORLD IS CHANGING

COMPETITION INCREASING

BUDGETS REDUCING

In an ideal world, technology companies would continue to hire only highly specialised salespeople for every role. However in today’s economy, people now have to be

multi-skilled and are expected to cover many different solution areas in their

sales role.

Reduced sales budgets and increased cost pressures can also result in companies

relying more on telesales staff with broader, less specialised knowledge, to

sell their solutions. This has created a knowledge shift in the technology

industry.

BROADER KNOWLEDGE

MULTI-SKILLED

WIDER PRODUCT FOCUS AREA

TRANSFORMATION

In other industries, this may not present a problem. Yet, in the

highly complex world of

the Information Technology sector, this

broad coverage model can have serious repercussions.

Therefore, how can you ensure that your key messages reach your customers and continue to

have the same impact?

WE HELP YOU TO

GET YOUR MESSAGE

ACROSS

WITH SPEED, CLARITY AND

DYNAMISM

THE SAME APPROACH CREATES THE

SAME PROBLEMS...

...BUT BY INVESTING IN GROWTH, BUSINESSES

CAN BREAK THE CYCLE OF DECLINE

WHY WE MAKE SENSE Investment in sales training is often short term and the messages are quickly forgotten by the sales force. Traditional sales training can only ever impact the

trainees present in the room, whereas The Sales Way’s tailored training content and literature can be re-used with as many of your staff as required.

Our resources are intended to be everlasting, reusable and repeatable

throughout your organisation, so that you can get the most out of your investment.

At a time when sales training and marketing budgets are being cut, businesses have

to look to more innovative and cost-effective ways to deliver results. We can

provide you with informative and professional sales literature via a simple and straightforward engagement model. By letting us take on the work of devising

intelligent and highly tailored sales materials, you can focus on your core

business and sales revenues.

When it comes to training and sales enablement budgets, organisations have to make sensible, informed decisions that will ultimately reduce overheads, whilst staying

ahead of the competition - and The Sales Way helps you to fulfil this objective

perfectly.

“Our solution stays with you forever, to be used repeatedly

with your sales teams whenever needed.”

With the technology industry changing so rapidly,

IT salespeople need to be

fast to respond and up to date with the

latest information

in the most accessible and effective way possible.

WHAT WE DO (AND HOW WE DO IT)

Essentially, we help you to get your messages across to your

customers and clients in the clearest and simplest way possible - to

avoid diluting your key business communications.

We achieve this by working with your technical, product and marketing functions to

devise concise and clear sales content and literature.

We create dynamic sales enablement content across the following areas:

Solution battlecards

Product and strategy sales guidebooks; with buyer

roles and detailed objection handling guides

Whiteboard presentation how-to guides specific to

your solution - scripted with diagrams

Solution visualisation diagrams for product training

Call plans and call flow charts for telemarketers

Sales enablement and training strategy consulting

We begin by interviewing your key product managers and gaining an insight into your

core sales messages to uncover the benefits that your solution delivers to

clients.

By taking the time to understand how you interact with your customers, we can

create the content necessary for you to train your sales teams in the effective

communication of your messages - in a dynamic and articulate way.

5 Cost-Effective Ideas for delivering successful sales training

programs

- Firstly, do not underestimate the importance of gathering input from your

sales teams – find out how they perceive sales training currently within your

organisation and build their suggestions into the training program design. This

will ensure that the salespeople have a vested interest in enabling the program to

succeed.

- Secondly, encourage your salespeople to share their own expertise with their

colleagues. Learning transfer between teams and sales staff is one of the best ways to

effectively reinforce knowledge whilst being cost-effective.

- Thirdly, consider approaching friendly customers to help with your sales

training activities and providing feedback on trainees’ progress. You could

reciprocate by helping with their training programs for sales and buyers. If this is

not possible, then try working with experts from other parts of your own

business.

- Fourthly, the advent of technology can deliver cost savings to your training

program - consider substituting face to face training with webinars or getting your sales

teams to record videos and podcasts with sales and product tips to share internally.

- Finally, you are the expert in your product set, therefore ensure that you are

using all of your internal resources effectively for training activities - could your

technical teams train your employees and create product update videos to

distribute throughout your organisation? Could your business managers host

staged customer-style practice meetings with your sales teams?

// web: www.thesalesway.com // email: info@thesalesway.com //

If you would like further information about how we help clients, then please contact us

to discover more.

Web: www.thesalesway.com

Email: info@thesalesway.com

Twitter: @TheSalesWay