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Market Development Manager Professional Workshop I
As a Market Development Manager, your focus should always be on qualifying opportunities as part of the sales process. This requires professional selling skills that are instrumental in helping the sales team over achieve its revenue goals. Your selling activities are perhaps the most critical part of team selling success.
This sales program is designed to help you team sell in an extremely competitive market. You will learn how to be proactive versus reactive in pursuing sales opportunities and how to leverage professional selling skills in selling solutions.
Proactive selling, in which customer business issues are met by proven solutions based on innovative technology and a customer focused sales approach, is essential for future success in competing for your customer’s business. Coordinating your sales efforts to control the selling and buying process and help solve a customer’s business issues is critical.
This workshop consists of a training approach that includes introducing new sales skills, reinforcing the skills and experience that you already have, sharing “best practices,” and applying these skills to real world selling scenarios and with your current sales opportunities.
Course Objectives
Upon completing the Workshop, you will be able to:
- Identify the roles and activities throughout the sales process
- Identify better opportunities using a structured qualification process
- Provide better sales opportunities in transitioning these opportunities to sales
- Communicate how you can meet customer's business challenges
- Improve your telephone sales skill levels
- Map organizational structure, roles, and responsibilities to the sales process
- Build customer focused value propositions
- Recognize key decision makers who will be influential in your accounts
- Overcome objections and difficult situations
- Review the MDM Playbook
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