| Your Sales Problem | Our Solution |
| Reps get stuck in a self-focused way of thinking about the sales process. | Make a fundamental change to look at it as a “buying process” vs. a “sales process.” |
| Reps spill too much, too soon. | Slow down conversations to develop more urgent needs, then understand and influence buying criteria. |
| Reps present solutions without understanding the needs of 2nd & 3rd decision-makers, so promising deals collapse. | Employ techniques to gain access to 2nd & 3rd decision-makers. Probe for all “wish lists” to present more targeted solutions. |
| Promising 1st meeting with prospect but then nothing happens. | Back the customer up; ask more questions to define urgent “why change” needs. |
| Frequent price wars with competitors due to poor competitive selling skills. | Provide a method for evaluating and strengthening competitive position. |
| Major prospect goes “radio silent” at the 11th hour. | Training that helps reps anticipate and deal with customer fear as the buying decision approaches. Better buying cycle management by reps. |
| Forecasted deals don’t close due to intuition-driven sales forecasting. | To improve forecast accuracy, align reps on buyer-focused pipeline defined by evidence of customer actions. |
| Many sales training programs are complicated and cumbersome, so reps don’t use them! | Use our simple application tools and reinforcement which leads to higher adoption rates. |
TopLine delivered their program with great skill and passion. Our salespeople were impressed that TopLine understood our business and could speak our language.
– Patrick Conte, EVP of Sales, Accellion
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Featured Sales Resources
7 Strategies for Understanding Your Customer’s Buying Process
Slow Down, Sell Faster!™
Sales Training Workshop