Sales Training

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The best sales leaders have two things in common: the drive to win (passion and strategy) and the intelligence to assess (process improvement).

The Leadership Synergies value proposition for training is simple: we use proven techniques customized to our clients' unique needs, and we measure the return on the training investment. Our clients appreciate our honest, effective, realistic approach to selling. Our attendees learn to see each sale from the customer's perspective. Because we understand their world, we teach sales teams to create solutions that allow both parties to make and save money and build relationships that provide future opportunities.

Leadership Synergies offers private two-day sales training programs to address the unique needs of your organization.

Our training programs include:

  • Pre-work: Online survey to assess the team's capabilities, pertinent articles, and account research
  • Training sessions: Skill-building, real-life role-play situations, and account planning
  • Post-event survey: For program effectiveness and future program design

Our courses provide the most transformational results when conducted on a quarterly basis. See below for training topics.

Strategic Account Management Training

Managing your largest and most complex accounts requires advanced selling and influencing skills. To manage a Strategic Account Management program successfully, you need to leverage all the resources within your organization and work closely with your client's organization. Learn how to structure an account management approach that realizes maximum dollar potential and avoids common pitfalls.

You'll learn how to:

  • Conduct an effective client needs assessment and leverage the results within your organization and with your customers
  • Increase the share of business from your accounts
  • Identify and influence key decision makers
  • Recover and close challenging sales
  • Leverage your organization's resources and minimize conflicts
  • Develop an account plan to set goals and measure results
  • Formulate a business plan for strategic accounts
  • Work in teams to close more sales
  • Be recognized by your clients as the best provider of value-added services
  • Improve your presentation skills to individuals and groups of buyers

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Sales Clinics

Are your competitors taking a greater share of your customers' business? Do your customers perceive you as "just another vendor"? Does it take too long to close a good sale? This two-day seminar will show you how to overcome tough obstacles and create win-win solutions for you and your customers.

You'll learn how to:

  • Clearly demonstrate the superiority of your product/service over your competition's
  • Develop and enhance long-term professional relationships by helping your customers perceive you as a problem-solver
  • Reveal and overcome hidden obstacles and customer hesitation to keep the sales process moving forward
  • Map out a strategy for managing your own sales process
  • Manage and prioritize your time effectively
  • Understand your customer and identify opportunities

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Hawks and Doves

The Hawks and Doves Sales Simulation involves two teams vying for the same high-value client. Both teams must present three times to a mock customer decision board. Presentations consist of: 1) needs assessment, 2) matching the customer's needs with your organization's value proposition, and 3) formal presentation. All team members must participate. After each presentation, teams will be judged and scored by the client panel. In the end, only one team wins the challenge. We complete the exercise with a discussion about when to use assertive (hawkish) behaviors and when to use conciliatory (dovish) behaviors to close a deal. We ask each team to test a formula-closing technique that can be used in day-to-day selling to improve effectiveness. This simulation is modeled after jury simulation and game theory behaviors. All levels of the sales force can participate.

You‘ll learn how to:

  • Clearly demonstrate the superiority of your product/service over your competition's
  • Determine which selling behaviors get the best results in the sales process
  • Reveal and overcome hidden obstacles and customer hesitation to keep the sales process moving forward
  • Manage and prioritize your time effectively (team selling)
  • Understand your customer and identify opportunities
  • Practice the three most important steps to closing high-value business opportunities

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Training Topics

  • Company values
  • Conducting an effective client needs assessment
  • Executive persuasion: selling to C-level executives
  • Business plan and account plan development
  • Strategic thinking
  • Business etiquette
  • Analyzing data
  • Presentation and facilitation skills
  • Conflict management
  • Internal selling to senior executives
  • Competitive assessments
  • Sales call planning
  • Selling to Boards of Directors
Sales Consulting & Process Development
Sales Force Assessments & Performance Evaluations
Sales Training
Strategic Account Management
Advisory Board Management
City Sales Assessments
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