2. Sales and Leadership Training

Sales and Leadership Training

To be a sales professional that dominates in the next decade, three areas of development must be mastered:  learning how to have a collaborative board-room level aptitude, provide customers and prospects with insightful industry trends, and a strong network of connections that will help knock down doors for you.

What is really changing and how do we adapt?

The decision-makers that sales professionals call on are wielding more power over the buying process than ever before. Sales professionals are being pushed later in the buying process and being told, “We will call you if we need something!” When a sales professionals are not let in the door until later, they are denied the ability to create credibility and left to compete with everyone else when an opportunity is presented.

 

More than ever, sales organizations must have a competitive displacement strategy that focuses on moving their sales professionals ahead of their competition and earlier in the buying process. Great sales professionals must become Elite in order to become unstoppable!

Bottom line is that the CEO does not want to interact with a generalist anymore.  Today’s decision makers want sales professionals that can help them to know what they don’t know. In a LinkedIn article, 1500 buyers were surveyed on what engaged and disengaged them from a sales professional that called on them.  The article noted that 89% of buyers turn away if the professional doesn’t have insights or knowledge about their business. They also noted the importance of having a strong connection to introduce them to the buyer to build seller credibility.

The days of product pushing are dead. Most sales leaders will tell you that they don’t do this and that they are relational and consultative.  They are above slinging products.  Think about if your business development is to work hard to get in the door of the decision-maker and ask a bunch of questions about their business that are geared for a problem that you already have a pre-designed product for?  Now ask, what is the value that is being created in the meeting that will differentiate you from your competition when they are virtually doing the same thing.

 

Elite Business Development Program

Today’s buyers are wielding more power over the buying cycle and pushing sales professionals later in the process. Studies show that buyers are doing most of the homework and sales professionals are not given the crucial time to create value, thus being led to compete on price.

The purpose of this program is designed to rapidly develop sales professionals into experts in the industries they call on. This gives them the ability to have a higher level of conversation with their prospects and customers, in effect shutting their competition out. This training is conducted in a classroom/workshop and sales coaching combination.

The goal of the program is to teach the sales professional how to enter the buying cycle earlier, build confidence and purpose for the business development process, and the tools to add premium value to the relationships the call on.

In the end, a sales profession must have a process from the initial targeting of a prospect to closing the deal that is so valuable, the dream client would be willing to pay for the time in the meeting alone.

Sales professionals will learn how to find powerful information within their prospects industry, identify trends and key insights, and then turn that information into a powerful selling process.

Participants will be trained in combination of a workshop/classroom training environment and intermittent coaching sessions.

 

“Larry Young was our keynote speaker and a breakout leader at our statewide trainings for executives. He has a strong blend of INSPIRATION and practical information that attendees really respond to. The attendees walked out with several things they can implement right away. His passion helped make each event special for the audience. Larry was super-easy to work with and I would hire him anytime!!!”

-Cindy Elifrits Peterson- CEO of Maximizing Excellence and Event Planner

Sales Manager for Hire/Coaching

The Sales Manger for Hire Program is the most customizable for organizations. Boiling Frog Developments consultants can be brought in on a retainer basis to develop a sales team and business development process that can be turned over to a full time sales manager in time. The goal of this program is to establish the target market, the strategies, and the on the job business development process that fits the organizations goals. The Sales Manger for Hire Program only focuses on high revenue growth activities.

The Sales Manager Coaching Program is completely customizable and can be offered for leaders, sales leaders, and sales professionals on 6 or 12 month contracts. Coaches conduct monthly or semi-monthly meetings depending on needs and participants have access to unlimited emails and text. The goal of the program is to utilize the vault of experience, research, and practical experience and tailor a program appropriate for the participants skill level.

“I had the opportunity to hear Larry speak at a capacity-building event. I found his presentation to be engaging and easy-to-understand and he definitely delivered. Larry offered fresh ideas on how to increase buy-in among my board members, differentiate our organizations from everyone else, and provided simple strategies to help them plug-in and engage. I was able to implement some of his ideas at a board retreat I held one week later. Board members certainly noticed and commented on how inspired they felt at the end of the meeting! I highly recommend Larry and the innovative ideas he brings to the table.”

-Leslie Morrow- State Executive Director Alzheimer’s Association South Dakota

Hybrid Sales Training- Self directed

This program gives access to 20 years of sales experience as well as analysis of 1000’s of books, research articles, and case-study information, techniques, and tips. This allows managers to fully customize their organizations sales training needs in a coaching or workshop combination format. Below is a popular but partial list of potential topics.

Business Growth Strategy Focus Areas:

Tools for the service and sales professional to grow their target market:

  • Script development designed to set the business development processes up for differentiated value.
  • A powerful business development process designed to add value at each interaction always knowing what the next logical step is.
  • The 5 steps to defining and positioning your expertise within your profitable target market and the creation of differentiation with your competitors.
  • The development of the Value Afterburn Effect ®, a pre-structured sales meeting so powerful, the prospect will remember you long after you have left!
  • Development of advanced business development strategies to understand today’s decision-makers and deliver value unlike your competitors.
  • Advanced analysis of defined target market, deployment of understanding value created for this market, and then the deployment of marketing strategies to increase penetration of this market.
  • How to effectively conduct deep research on your prospect and their industry to have a conversation so powerful, they would want to pay you for the time!
  • How to utilize Cross Industry Learnings, ® a process to acquire keen insights that deliver value to your dream client and your business development process by researching external industries.
  • Take deals off the street before your competition even knows the opportunity was available. Quit competing on price!!
  • Others: Targeting and Researching Your Dream Client, Building Credibility With Decision-Makers, Building a Portfolio of Testimonies, Psychology of a Referral, Knock-Out Networking, Using a Value Scorecard, LinkedIn Profile, Understanding the Sequencing of Voicemails, Emails, Cold-Calls, Upselling and Cross-Selling, Handling Objections, Public Speaking, Advanced Story-telling, and Advanced Negotiations.

 

Rapid Leadership Development

Growth Strategies for the Organizations and the Leadership Team:

  • Development of an intentional process designed to develop a bench of world class leaders using the Round-About Accountability Process®. This tool is for the rapid development of an organizations bench strength by immersing them in information, resources, and accountability partners designed to push them.
  • Understand the components of how fearless leadership can be used to turn your team into relentless winners.
  • How to create a strong vision for your team that wins dream clients, attracts premier talent, and retain your best people.
  • Intentionally building a culture that understand that failure is a great tool for learning. Building a organization that feels safe to leaders to try things for the betterment of the customer.
  • Learn to lead a learning organization and the advantage it will give your organization over the competition. Help your future leaders to see patterns and around corners.

We strongly believe that if organizations want to grow market share, they must first grow your people. We teach proven leadership development and advanced business development strategy.