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Mountains

The sales excellence HANDBOOK

PRACTICE and LEARN powerful SALES EXECUTIOn MODELS proven to increase revenue

Transform your sales process into a dynamic, structured, repeatable , measurable, predictable process with a purpose to find, progress and close more sales than ever.

4 key modules

PLAN AND FIND
YOUR NEXT hot sale

  • Plan your territory and build a quality pipeline of hot opportunities.

  • Create a business development plan and carry out effective research.

  • Activate your prospecting schedule and create a compelling story.

  • Make you and your sales calls highly effective and more successful.

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2. PROSPECTING.png

deliver BUSINESS
insight and customer value

  •  Identify, quantify and validate real business opportunities.

  • Create business insights to understand the problem and impact.

  • identify the problems blocking your prospective customers business objectives.

  • Link the financial impact of those problems and pains to the technical issues.

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4. DISCOVERY.png

propose and progress your business value solutions

  • Propose a value driven solution meeting agreed business objectives and ROI.

  • Deliver the desired business outcomes with unique solution capabilities.

  • Prove your solution achieves the desired business outcomes.

  • Compel acceptance of solution that outperforms the alternatives evaluated. 

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6. PROGRESSING.png

Negotiate to win and confirm value and referrals

  • Negotiate and close from a position of strength to defend your business value.

  • Develop a get-give strategy that increases profit and decreases discounting.

  • Identify and share the critical value documents clarifying business case and ROI.

  • Confirm business outcomes achieved, validate value received to gain referrals.

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8. CONFIRMIMG.png
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