A pillar of disruptive sales training is to use sales techniques that are as innovative as the solution you’re selling. The business landscape is brimming with failed innovations that could’ve otherwise succeeded if the solution was properly categorized, and the sales team was better equipped to sell it.
Universal skills for salespeople include active listening, good communication, establishing rapport and moving prospects along a decision journey. Disruptive selling requires a new approach to time-honored skills. We employ a data-driven approach to disruptive sales training, identifying the needed strategies and tactics unique to this scenario and helping salespeople close more deals.
The course begins with an overview of what to expect, reflection on the common pitfalls of selling in a new market place and a framework for daily practice.
Selling an innovative or disruptive offering is about helping decision makers see a vision of the possible. Sellers in a mature market need to focus on differentiation. This difference means that even experienced sellers need a new approach for disruptive or innovative offerings.
This section introduces how to identify the Decision Makers and how to create value for each Buyer Decision Role. When selling innovative/disruptive offerings, it can be difficult to identify potential decision-makers.
The questions a seller asks, the call plan they assemble and the information they provide is very different from that of selling into a mature market. A key step in your efforts to sell innovation is the ability to engage a professional dialogue of mutual discovery early on.
Get a social media-friendly Certificate of Completion validating your successful achievement of learning to sell products and services that are disruptive and/or selling into new market spaces with expertise and as an effective decision coach.
These subsequent four sections offer review of the Selling in a New Market Space© content and include additional assignments and tests to continue on your path to mastery.
Your organization has taken the time to create innovative solutions to undiscovered or unrecognized needs among prospects. Don’t stop there. Disruptive selling requires professional disruptive sales training. It’s not enough to be passionate about a solution, as excitement and interest don’t drive your bottom line. Clients that have completed online sales training with Funnel Clarity experienced a 48% increase in close rate and 42% decrease in stalled opportunities – two metrics that are especially plaguing in disruptive selling. It’s time to innovate sales in order to sell innovations.
Prospecting training with our online platform is impactful for sales professionals and insightful for sales leaders. Gain insight into each team member’s participation, completion, comprehension and engagement with course material. Team member’s can interact in group exercises and discussions to increase continuity across the organization.
Funnel Clarity are fantastic to work with and have really helped take our sales team to a new level. Invaluable training & coaching!
These folks keep me busy with leads into areas that I would not have had time to dig into. Good value.
I found Funnel Clarity's training to be extremely helpful in my Business Development role. We were given a two day training course where one of the reps came in and spent time explaining all of the areas that Funnel Clarity would benefit our team.
I took Funnel Clarity training 3 years ago, and I still have some documentation from the session. I also use bits and pieces from what I learned in my everyday routine. They share some hugely effective and lasting knowledge with sales teams!
I am from Europe based and my company has started to work with Funnel Clarity two years ago. It is so efficient, the staff is really brilliant, available. That's really a key asset to have them as partner!
With Fearless Prospecting© sellers can overcome discomfort, overcome resistance from prospects and set many more first appointments with qualified potential buyers. The tactics taught in Fearless Prospecting© have been developed from research and are surprisingly non-intuitive.
The modern sales professional needs more than just a questioning model. To maximize success a seller needs to understand how to “counsel” buyers to make great decisions. This course focuses on the tactics and strategy of providing this kind of buying guidance to every decision maker.
The challenges facing inside sellers differ from those that face a field salesperson. This course teaches inside/digital sellers the tactics and strategy necessary for maximum results when selling to remotely located decision makers they may never meet in person.
Effective account management requires more than just reacting to customer inquiry. This course teaches the techniques required for proactive account management. These tactics are essential in order to create value for existing customers, ensure ease of renewal and for uncovering upsell/cross-sell opportunities.
One area where sales organizations lack an effective tool is recognizing how qualification is an ongoing part of a sales process, not a step in that process. This course teaches the skills that ensure each sales call is most effective and the sales funnel contains only real opportunities.