Improve the Business Acumen of Sales Professionals

Become a "Trusted Advisor"

Our simulation-centered workshop develops the confidence and credibility sales professionals need to sell solutions to clients' problems

Age Old Problem in Sales

Study after study reveals that customers want salespeople to “understand my business”. And, Heads of Sales want their people to be business people first, and sales people second.

Consultative sales people need to have better business acumen.

Common wish list of Heads of Sales:

• We want our people to be better at communicating the value of our products.

• We want our people to have more confidence in having business conversations with executives.

• We want to be viewed as a “partner” instead of a “vendor” by our customers.

• We want to maintain margins by minimizing price negotiations.

• We want our people to sell “solutions”.

Most companies have a selling process/model that is used by their sales people. But, without the foundational knowledge of why customers buy, the tactical know-how is useless.

And, the reasons for buying are rooted in business operations. So, sales people with a deep understanding of business operations will have a greater chance of success with their clients.

The Solution: "Walk in your Clients' Shoes"™

This workshop gets their "hands dirty" by running a virtual company in a business simulation.

Our workshop engages teams in a web-based business simulation where they actually “run” a virtual business. They “walk in their clients’ shoes” for a period of compressed time and experience the challenges of running a business. It is learning by doing at its best!

So What?

Here's how it helps the sales person:

• Be able to take a client conversation down a “problem resolution path” rather than a “product/service sales path”.

• Be able to position a potential solution in terms of business value.

• Understand what drives business decisions

• Be able to link your offering to the client’s ability to decrease costs, manage assets wisely and increase profitable revenue.

• Be considered a business advisor instead of a vendor.

• Understand the inter-relatedness of business functions.

• Discover cause and effect relationships of various business decisions.

• Become more familiar with the language of various functional groups: Finance, Operations, Marketing, etc.

• Understand the impact of various operational decisions on the financials.

• Discover the business problems that your solutions can impact

Return on Investment

Typical average annual sales per B2B salesperson: $1.2 mill

Increase in revenue/salesperson due to better business understanding via our simulation: at least 10%…$120,000/year.

Would you consider investing a tiny fraction of this to increase revenue?

Request a FREE guided tour of a simulation at your desk!