pdagroup training courses...pdagroup.net 17 the sales learning path is an on-demand microlearning...

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The Sales Learning Path is an on-demand microlearning training to equip you with modern

sales skills. It has been ideated to reflect important changes in buying behavior and the

increasing complexity of sales.

It enables you to employ effective tools to understand your prospects’ and customers’

industry, challenges, needs, and benefits as well as to target your sales efforts and increase

your profitability. You will be able to shift your focus from a solution-oriented to a value-

oriented approach while structuring and optimizing your sales process.


• Build a sales process that is value-centric rather than solution-centric

• Understand the customers and consistently address their needs

• Reveal genuine benefits and value during every sales interaction

• Apply storytelling techniques to convey your message in a powerful and meaningful way

• Optimize your sales structure and adopt a solid and effective approach

• Increase your chances to win the deal by speaking the same language as your customer

Learning Objectives Details

Duration: ~ 90 minutes

Delivery: Online Platform – on demand

Delivery mode: 20 microlearning videos (max. 5 min per video)

Languages: German, English

Audience: Sales & Account Executives, Pre-Sales, Consultants

Sales Learning Path


PDAgroup.net

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In this training, you learn how to prepare and deliver excellent product demos to make winrates skyrocket.

Learning to apply the right value messaging and special tools helps to overcome buyerbiases and decision-making issues, ultimately landing you the deal. An exceptional solutiondemo is therefore the crucial step in this direction.

The tools and methods provided in the course enable you to align every single demo withthe customer’s individual buying journey and to shift your focus away from functionality tocustomer value and centricity.


• Build and deliver a strong demo which is value-centric rather than function-centric

• Understand the customer and apply the right presentation techniques at the right time

• Reveal genuine benefits and value which should be the essence of every demo

• Address customers’ needs in a powerful and meaningful way

• Increase your win probabilities

• Develop relevant communication skills


Duration: 1 day

Max. number of participants: 12 participants

Delivery mode: On-site training

Languages: German, English, Spanish

Audience: Sales & Account Executives, Consultants

Demo Perfect Training


PDAgroup.net

1919

The storytelling training teaches you to construct powerful stories and successfully sharethem as you interact with customers and potential customers.

This training provides you with an understanding of the ultimate storytelling framework forsales and other relevant methodologies, enabling you to differentiate yourself fromcompetitors and build meaningful relationships with your clients.

Adding stories to your sales demonstrations and proposals will be your secret weapon andallow you not only to increase the number of closed deals and shorten the sales cycle, butalso to connect on a deeper level with your customers.


• Create relevant and memorable stories that are aligned with your customers’ needs

• Apply new skills to keep your customers engaged, interested, and involved

• Connect with your customers in a deeper, more meaningful way

• Differentiate yourself from competitors and promote your social brand

• Effectively stimulate customer information retainment


Duration: 1 day




Audience: Sales & Account Executives, Consultants

Storytelling Training


PDAgroup.net

2020

During the Account Planning Training, you learn how to develop and grow your existingaccounts over the long-term using our proven step-by-step technique.

Infusing the design thinking methodology into the sales account planning process allowsyou to get a deeper understanding of your key customer contacts as well as yourcustomers’ businesses.

You will develop an account plan for the next three years that revolves around thefundamental business needs of your customers and enables you to leverage long-termrevenue streams as well as identify up and cross-selling opportunities.


• Apply basic design thinking methods to trigger lateral thinking

• Gain a deeper understanding of your customers’ businesses and their end customers

• Identify new sales opportunities and plan activities to address these opportunities

• Increase revenue from existing accounts, while strengthening customer relationships

• Improved account team commitment


Duration: 1-2 day




Audience: Sales & Account Executives, Consultants, Management, Presales Executives, Marketing, HR

Account Planning Training


PDAgroup.net

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This interactive virtual training helps you master questioning techniques and fostercustomer acumen while avoiding wasting time on fruitless opportunities. You will be able tomove away from simple probing interrogations to more appropriate questions that willuncover relevant information about your customers.

Topics covered are:

Information gathering questions, context questions, challenge questions, impact questions,value questions, open vs. closed questions, and direct vs. indirect questions


• Describe different questioning techniques to control the direction of conversations

• Formulate adequate questions to understand buyer's business situation and needs

• Ask the right questions to make customers disclose their expectations for benefits that could arise from taking action

• Influence customers behaviour by making them realize the consequences of no action and creating a sense of urgency


Duration: 90 minutes


Delivery mode: Virtual Training in Adobe Connect


Audience: Consultants, Sales & Presales Professionals

Virtual Training for Effective Deal Qualification


PDAgroup.net

2222

This interactive virtual training equips you to find prospects that fit your ideal customerprofile and engage with them in a persuasive way through LinkedIn. By understanding howdigitalization affects sales interactions, you can take advantage of digital tools to accelerateyour sales approach toward new and existing customers.

Topics covered are:

The Case for Social Selling, People Searches on LinkedIn, Social Listening, Your InitialContact with a Prospect, and Integrating Social Selling into Daily Routines


• Define social selling and describe how it responds to changing buyer behavior

• Perform people searches on LinkedIn for prospecting purposes

• Use LinkedIn as a listening platform to engage potential customers in meaningful and authentic ways

• Make initial contact with an identified prospect on LinkedIn

• Integrate social selling into daily business and make it a routine






Audience: Consultants, Sales & Presales Professionals, Business Executives

Virtual Training for Mastering Social Selling


PDAgroup.net

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This interactive virtual training teaches you how to build and maintain your professionalbrand on LinkedIn. It has never been so important to establish a social foothold, which canprovide your brand with more visibility, a good reputation, and social acceptance. The keyto accomplishing this is curating your content to resonate with your customers anddemonstrate that you are a thought leader worthy of becoming a trusted advisor.

Topics covered are:

The Social Buyer, the Social Profile on LinkedIn, Content Curation & Sharing


• Describe the urgency of building a meaningful personal social brand in today’s business world

• Update and maintain a social profile on LinkedIn as a digital business card

• Curate and publish strategic content on LinkedIn to become a thought leader







Virtual Training for Establishing Your Brand


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This interactive virtual training demonstrates the power of stories and how they can beleveraged to create meaningful sales conversations and ultimately persuade potentialcustomers to buy. You will also be able to better connect with customers and engage themin your conversations, while at the same time increasing the chances that you and yourproduct will be remembered.

Topics covered are:

The Science Behind Storytelling, Campbell’s Hero’s Journey as Framework, CustomerStories in Sales, Your Golden Circle


• Discuss how emotions and emotional stories influence B2B buying decisions

• Explain and deconstruct Joseph Campbell’s Hero’s Journey storytelling framework for sales

• Apply the storytelling framework by translating facts, figures, and outcomes into relatable and relevant customer stories







Virtual Training for Inspiring Customers to Buy


PDAgroup.net

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This interactive virtual training helps you leverage customer-centric and value-based approaches when interacting with prospects and existing customers. You will learn how to position value in every client interaction and uncover clients’ value drivers by adopting the fundamentals of value-based selling.

Topics covered are:

Why Value-Based Selling, Different Levels of Value, Deconstructing Value, Different Roles’ Value & Different Levels of Value


• Describe the importance of value selling in client interactions

• Differentiate between root causes, symptoms, and business drivers as levels of value

• Deconstruct coherences between the different levels of value to identify real customers’ needs

• Explain which roles in an organization positively respond to which levels of value






Audience: Consultants, Sales & Presales Professionals

Virtual Training for Uncovering Value Drivers


PDAgroup.net

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In this interactive virtual training, you will acquire innovative presentation techniques to convey sales messages more effectively with visual storytelling. By implementing visual techniques such as whiteboarding, you will learn to actively involve customers in your engaging sales pitch. Doing so will set your sales pitch apart from all others.

Topics covered are:

Whiteboarding in the Sales Process, Your Visual Library, Structure of Your Whiteboarding, Equipment for Digital Whiteboarding


• Name the challenges overcome by applying whiteboarding and its benefits

• Identify when whiteboarding is appropriate in the IT solution selling process

• Build a library of hand-drawn visuals of commonly used business terms

• Design your whiteboards using the challenges-solution-benefits structure

• Name hardware and software equipment to deliver digital whiteboards







Virtual Training for Conveying Sales Messages


PDAgroup.net

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This interactive virtual training helps you improve your understanding of financial figures in sales. Learn to judge customer performance based on financial KPIs and assess whether the conditions and opportunities are favorable to push for a deal. In this way, you are able to use both emotions and logic to gain deeper insights into your customers.

Topics covered are:

Value of Financial Understanding in Sales, Reading & Understanding Financial Statements, Judging Financial Performance (KPIs & Ratios)


• Read and understand basic customer financial statements

• Name KPIs and ratios that are important indicators on financial statements

• Investigate potential sales opportunities by analyzing customer financial statements

• Create a value statement based on facts and KPIs







Virtual Training for Mapping Financial KPIs


4343

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