We are in different times. Winning contracts has become more complicated than ever. Customers have have more access to information than ever before and have taken away a key aspect of of the selling process – researching potential suppliers and solutions before engaging them. Butler Street Managing Partners bring the insight and experience gained from more than 100 years of sales and strategic selling experience in a highly competitive marketplace.
An overview of our approach and methodology:
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Leverage our client development diagnostic to determine where your sales organization currently excels and determine "gaps" v. best practice
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Make the necessary adjustments to sales training, sales management training, sales coaching and sales methodologies to close identified gaps and improve results
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Put the training in place to minimize variation and build a "system of reinforcing activities" and common language to drive growth
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Leverage our customized Strategic Selling Diagnostic ("SSD") to help define what you don't know about the customer's buying process
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Determine and implement key performance indicators ("KPI's) tied to sales strategy andi imbed those KPI's directly into your CRM system to recognize and drive the desired behavior
From basic selling skills to selling to senior executives, our modular approach to sales effectiveness culminates with our proprietary ClientFirst A.R.E.™--an ongoing system of reinforcing activities around client acquisition, retention and expansion that is customized for your company
Our training is leader-led and is supported with reinforcing computer-based training module and gamification.. No matter what your sales challenge, Butler Street can tailor a training program to your specific needs.
New Client Acquisition
It's Not What You Know in the Sales Process That Kills You, It's What You Don't Know!
Butler Street's ClientFirst A.R.E.™ Training Programs
At Butler Street, we believe the key to sales training is to develop sales management first. Developing sales management results in what we call “THE POWER OF TEN.”' Sales management has the ability to develop their people through coaching. Sales coaching needs to address the three fundamentals:
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Coaching to strategy: Do you have the right database of targets with the correct value creation strategy for each?
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Coaching to activity: Are you creating enough face-to face-meetings to generate proposals to close deals?
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Coaching to skill: Using FAB statements, objection handling, and negotiation skills. Have you created a continuous learning environment?
Having spent over 30 years developing and honing our sales training programs, we would welcome the opportunity to demonstrate the Butler Street difference: Sales Training supported by a system of reinforcing activities that makes our training stick.
Click on one of the programs below to learn more or CONTACT us to arrange a time to talk.
Creating Value through Solutions > Cornerstones to success > Leveraging Social Media > Developing "Top of Mind" skills > The Buying/Decision Process > Effective Use of Questions > Relationship Selling > Listening to Understand > Objection Handling > Selling Value v. Price
Coaching for Sales Success > Coaching to Attitude, Accountability > Coaching to strategy, activity & skill > Management Basics--Time Management > Game Films--Weekly 1:1's > Coaching to Leading/Lagging Indicators > The importance of Client A.R.E. > System of Reinforcing Activities > Development of Future Managers
Effectively Selling the Proposal > How to effectively use Web Meetings > Preparation & Planning the Presentation > Assigning Roles and Responsibilities > Setting the Agenda > Understanding Critical Concerns > Effective Visuals > Make the Client Part of the Solution > Communication Strategies
Ensuring Client Retention & Expansion > Leading the Account Team > The Importance of 3 x 3 > Competitive Analysis > Initiative Analysis > Key Performance Indicators > Making Loyalty Work for You > Cross-Selling Products/Services > Quarterly Business Reviews
Become the Only Choice > Relationship Assessment > Value Creation Strategy > Leveraging the 4-S Outsourcing Model > Assessing the Opportunity > Uncovering Decision Process, & Criteria > Creating Unique Business Value > Establishing "inside" position
Building Tomorrow's Leaders > Financial Acumen > Leading and Lagging Indicators > The Wildly Important Goal > Getting Out of the Whirlwind > Team Building > The Importance of Culture > Balanced Scorecard > Strategic Planning
