Sales Enablement Educational Offerings from Stratascope

Connecting with Prospects - Level I      Pre-requisite – none

If you are still selling, you could already be dead. It may sound like semantics but it is not, you need to stop selling and start facilitating the buyer. No one wants to be sold to, but most people are more than willing to have you help them make a purchase. This course focuses on the mindset changes that need to take place to make the transition from selling to facilitated buying. It is easy to help a friend make a purchase for two reasons; you have a common history and a level of mutual trust. Students will learn to build the relationship and trust by researching the prospect and their business. Students will learn to focus on their customer’s needs; digging in deeper to the underlying issues that drive the needs. When students reach this point in the course, they will be ready to help customers buy your offerings through a process called “solution alignment”. Course Length – 1 hour.

Understanding Business Performance: aka Finance 101 – Level I     Pre-requisites – none

This Level I course will take participants through a basic business cycle from the standpoint of an industrial company focusing on the basic buckets through which the activities of the business are recorded. Students will learn how financial statements are constructed from operational activities. Building on this foundation, basic financial analysis can be covered with a review of the major financial ratios most businesses use. Students will then move on to uncovering the opportunities that present themselves through the financial statements. The course wraps up with a discussion on the variations for other industries, such as banking, services, and the public sector. Course Length – 1 hour. This course is now available on-line.  Click here to register --> Finance 101

Moving Opportunities Forward - Level II (also a good course for managers) Pre-requisite – Students are encouraged to have taken at least one sales process course and to have worked in a sales position for at least 6 months.

There are five key elements to winning a major sales opportunity, and they are always the same, no matter what you are selling. These five elements also correspond to the five places where deals get stuck. The areas focus on relationship, opportunity, value, proof, and proposal. Students will learn to evaluate their own, or their teams, opportunities by honestly answering five questions from their prospects point of view. By identifying the area in which the deal has stalled, it will be easy to see where you need to put your efforts or where you need to allocate resources. Managers will learn to ask the best set of questions to instantly assess the quality of a deal. This course can be an instant game changer in terms of improving the efficiency and effectiveness of your sales organization. Course Length – 1 hour.

Account Planning - Level II (also a good course for managers) Pre-requisite – Students are encouraged to have taken at least one sales process course and to have worked in a sales position for at least 6 months.

Account Planning is usually thought to be a complete waste of time by most sales people. Most account plans are created once per year, contain anywhere from 40-200 pages, and spend most of their lives on a shelf. We think account planning has a bad reputation because it is treated like an event. Account Planning needs to be a continuous, iterative process that involves the customer. In this course we outline a method for developing and maintaining account plans that become useful guides for managing the activities and opportunities within an account. Account Planning can be valuable to the sales team itself, and not just sales management. This course will enable your teams to be more effective in this area. Course Length – 1 hour.

One of our business partners, Newleaf Partners, offers customized advanced business acumen courses that are ideal for organizations that need their sales force to develop a deeper level of insight into the many nuances of business decision making. The courses are customized to meet your specific needs, working well for both channels organizations and direct sales. All of the courses are delivered virtually and incorporate the use of the “Stratascope Business Simulation Platform”, an online immersive business simulation that allows the participants to directly experience the decision making process. Average Course Length – 8-10 hours total spaced out over 4-8 weeks.

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