Disruptive Sales Training

Disruptive selling requires a different approach than selling a competitive offering in a mature market. Rather than focusing on matching customer needs with a differentiated solution, disruptive selling requires salespeople to create a vision of an unanticipated outcome. An outcome they’ve never anticipated or recognized before. Funnel Clarity’s approach to sales training has always been to recognize differing strengths, weaknesses, challenges and opportunities in different sales environments, and pinpoint strategies and tactics that create success. Learn more about disruptive sales training for startups, emerging growth companies or those with new innovations.

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.

Course Curriculum: Selling in a New Market Space^©

Course Introduction

15 minutes

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.

Section 1: Defining Selling in a New Market Space

30-45 minutes a day for 1 week, self-paced.

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.

Section 2: Laying the Foundation

30-45 minutes a day for 1 week, self-paced.

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.

Section 3: Executing a New Market Space Conversation

30-45 minutes a day for 1 week, self-paced.

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.

Certificate of Completion

Certificates are valid for 2 years.

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.

Reinforcement

1 hour a week for 4 weeks, self-paced.

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.

Selling in a New Market Space^©

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.

decrease in sales cycle time

increase in close rate

decrease in stalled opportunities

Frequently Asked Questions

What is disruptive sales training, and how is it different from traditional sales training?

Disruptive sales training focuses on sales skills and techniques needed to sell innovative products. It involves adapting to and capitalizing on rapidly changing market dynamics. It differs from traditional sales training in several ways:

Agility: Disruptive Sales Training emphasizes adaptability and the ability to pivot quickly in response to market shifts, whereas traditional training often relies on established processes and techniques in a mature market.
Innovation: It encourages sales professionals to approach innovation to help prospects with the vision of what is possible and challenge the status quo, while traditional training may adhere to tried-and-true methods that are misaligned.
Proactive Problem Solving: Disruptive Sales Training equips sales teams to anticipate and address emerging challenges and possible solutions, while traditional training may be more reactive.

What industries can benefit from disruptive sales training?

Disruptive sales training can benefit a wide range of industries, especially companies that are launching new and innovative products to address undergoing rapid technological advancements and market disruptions. Industries that can benefit are not limited but they include:

Technology: Where innovations and disruptions occur frequently.
Finance: With the rise of fintech and digital banking.
Healthcare: In the face of changing healthcare models and technologies.
Retail: Particularly in the e-commerce and omnichannel space.
Manufacturing: To adapt to automation and industry trends.

What are the key skills and strategies emphasized in this program for disruptive selling?

Key skills and strategies emphasized in Disruptive sales training include:

Adaptability: The ability to adopt new selling skills and strategies targeted to help prospects envision what problems, opportunities and its impact is on the horizon
Creative Problem Solving: Encouraging and eliciting innovative thinking from prospects to address emerging challenges and opportunities.
Data-Driven Decision Making: Leveraging data analytics and insights to educate prospects and expand their vision of what is possible for their business.
Customer-Centric Approach: Focusing on understanding and meeting evolving customer needs.

Is there a focus on leveraging emerging technologies and trends for disruptive sales?

Like all other training courses and sales approaches taught by Funnel Clarity, we encourage sellers to leverage the technology at their disposal. Effective selling does not have to rely on technology however, the best sellers often use emerging sales technologies as a supplement to their sales effort rather than making it the center of their selling approach.

How can participants measure the success of their disruptive sales strategies after completing the training?

Measuring the success of disruptive sales strategies after training can be done by:

Tracking Key Performance Indicators (KPIs) such as revenue growth, number of qualified sales opportunities, and customer retention rates.
Conducting post-training assessments to evaluate skill development and knowledge retention.
Gathering feedback from clients and prospects to gage the effectiveness of newly implemented strategies.
Monitoring market share and competitive positioning to assess the impact of sales initiatives.

What Our Clients Say

Large Fintech Corporation

Sara H.

Funnel Clarity are fantastic to work with and have really helped take our sales team to a new level. Invaluable training & coaching!

Enterprise ERP Solution

Rick S.

These folks keep me busy with leads into areas that I would not have had time to dig into. Good value.

Small Industrial Goods Provider

Marlee H.

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.

Fortune100 Software Company

Kendall W.

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!

Enterprise Market Research

Uriell N.

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!

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