Frequently Asked Questions
Q: What does the Sales Success Programme involve?
A: 2 x 5 hour workshops, 2 weeks apart, that provide hands on sales training, which includes understanding buyer behaviour, the sales process, understanding the market, developing your pitch and value proposition, sales techniques and tactics, building your sales plan and account management.
The workshops are followed by 6 one on one sales coaching sessions tailored to suit your particular needs.
Q: Who is the Programme designed for?
A: Anyone involved in selling tech products or services and/or undertakes complex sales processes.
Q: What are the Programme outputs?
A: You will have built your sales plan and will have a clearly articulated value proposition. You will know how to pitch to and engage with prospects and have the tools, frameworks and sales tactics to negotiate and close sales and be able to track progress towards your sales targets.
Q: Who is the Programme delivered by?
A: The programme and coaching sessions are delivered by Paul Claridge and Nick Burns, who have extensive experience working in and with tech companies and selling tech to a wide range of customers from SME’s to corporates. Nick and Paul take a very pragmatic hands on approach to teaching tech company staff to sell based on many successes and some failures. The focus of the delivery is how to sell rather than the theory of selling.
Q: How frequently are Sales Success Programmes held?
A: Two programmes are held each month.
Q: Do I have to attend a Programme or can they be delivered in house?
A: Programme can be delivered in-house provided there are a minimum of 3 participants.
Q: Where are the Programmes delivered?
A: Nationwide across New Zealand.