Training

SALES & MARKETING

B2B Sales Training

WCNI Sales Training is focused on B2B selling, where there are multiple “influencers” involved in making a final decision within the Buying Organization. Each training program is fully customized for the client, ensuring that all of the content is 100% relevant to the client’s unique situation. There are two parts to the training: planning the actual customer sales call and developing and managing the sales strategy throughout the (typically long) sales cycle. The training is typically done face-to-face and includes follow-up sales coaching done either F2F or virtually. This coaching is critical for permitting the trainees to practice what they have learned and get expert feedback so that the process becomes embedded in their selling activities.

PLANNING CUSTOMER EVENTS

Most organizations have situations where occasionally an important customer will want to visit the company, meet the executives, see the factory and get an update on the company, it’s products, and services. This presents a unique opportunity to “Wow” the customer. However, when poorly planned, it can have the exact opposite effect. WCNI has developed a process and a checklist to ensure that ALL aspects of a critical customer visit/event are well planned, carefully thought through, expertly executed. This is how we achieve the “Wow” result.

MARKET RESEARCH

Positioning a product or a technology in the market requires an in-depth understanding of the customers, their needs, and the competition. WCNI is expert at designing and executing Primary Market Research to define the Total Available Market (TAM), Served Available Market (SAM), and estimating the Share of Market (SOM) that can be acquired by delivering capabilities to the market. Underscored by secondary market research, these programs have been proven to help customers achieve faster Time to Market (TTM) and Time to Profitability (TTP).

NEGOTIATION SKILLS

WCNI has a partner organization that does Negotiation Training for their clients. The program comes from the Harvard Program on Negotiation, a well-respected source.

QUANTIFYING VALUE

When prospects understand the quantified Value a product or service delivers, there is less price pressure. This is typically true in most cases of a B2B sale, with some exceptions - Procurement people will always focus on the cost, but if the value is clearly quantified, and is unique to your product or solution, then this usually removes the price objection. Many companies, especially start-ups, focus exclusively on the product’s capabilities - the “bells and whistles”, and fail to work out what these capabilities mean to the prospect, in terms of cost, efficiency or time savings. WCNI has a process for calculating/quantifying the Value that your solution delivers to the customer, and helps clients present it in the most compelling way.