KEEP and GROW

Who should attend

Account Manager

Field Sales

Business Development

Program Overview

Designed for those with a minimum of three years’ experience, Keep and Grow examines Inside Sales, Account Management, Business Development and Territory Sales. We start the course by looking at how buyer’s attention is gained in today's marketplace and how to build trust and brand loyalty.

With the trend to bring field sales inside to increase efficiency, reduce spend and increase the number of sales calls per day we examine different modules and what works best for each industry. We help you identify prospects with high growth potential while calculating the Lifetime Value of the Client (LTV) along with understanding the Customer Acquisition Cost (CAC) before resources are allocated to a prospect.

Who is your ideal customer, what is your top 10 or 100 prospects, how are you going to reach them and win them? Stephen McComb will give you the systems and processes needed, focusing your attention on the High Pay-Off Activities (HPA) and your continual developed of always seeking to increase by 1% each day.

Learning Objective

​In the Keep and Grow Course you will learn the following:

  • Identify the needs, opportunities and problems of the prospect

  • Ask questions with permission and listening to the prospect.

  • How you can best help a prospect

  • Identify the best sales model for the customer, your organisation, profitability and growth

  • Define who is the customer

  • Create your personal brand to model the prospect

  • Value proposition versus competition

  • Modelling the masters

  • Creating a touchpoint system

  • Sales playbook

  • Measuring and accountability

Program Approach

Training is not a one and done, it is a lifelong process of being committed to sales excellence, knowledge of the tools, systems and processes and how to improve on the results. The approach Stephen McComb uses includes:

Customisation: For all closed courses we provided scenarios and content that are specific to your industry. We do our homework before the workshop and then tailor the modules to be most relevant and effective for your learning needs.

Tools: We provide the systems and processes that can be easily implemented by sales individuals and by the wider sales team.

Learning through Action: In the same way that a sports team practise and train before a game, we have participants put into action what they have heard and the notes they have taken.

Learning and Understanding: Salespeople are provided with a wealth of knowledge in the sales training documents along with best practises from leading organisations from across the globe.

Delivery Option

Keep and Grow is an instructor-led training course over two full days. The course can either be held on your business premises or alternative at an external site such as a local hotel of your choice.

Keep and Grow will also be held as public courses in the following cities in 2020. Abu Dhabi, Atlanta, Auckland, Belfast, Charlotte, Cork, Dallas, Denver, Doha, Dubai, Dublin, Fort Lauderdale, Kuwait City, Manama, Melbourne, Muscat, San Diego, Seattle, Singapore, Toronto and Vancouver

Please contact us for our schedule.

Modules

​Closed workshop program content and modules are tailored to your industry and your product or service needs. Each module has the insight, skills, systems and processes you will need to succeed.

  • Find the prospect

  • Qualifying the prospect with great questions

  • Listening

  • Presentation

  • Winning through eliminating objections

  • Negotiation

  • Retain accounts for growth

  • How to grow an account

  • Gaining a fan

  • Building a sales playbook

  • Modelling the masters

  • Team Sales

Research

Thousands of hours of research have been given to each training course along with Stephen McComb own sales experience which surpasses over 20 years. We draw on institutions like McKinsey, PwC, Roland Berger, Bains & Company and so many more to bring you the latest market thinking and statistical data. Leveraging company best practices, we examine industry success stories and strip back why failures occurred.

Stephen is currently writing his first book on sales – The law of the Sales Jungle, with the book, well underway in its first draft it is scheduled for release in May / June 2021.

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PROGRAMS

Sales Genesis
Keep and Grow
By Design
Sales Administration Management
Leader

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Contact Us:

UK: 07884 053 807

Intl: +44 7884 053 807 

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