Part 1: Writing:

• Prospect profiles
• Web content
• Initial sales collateral
• Conduct a prospect profile that illuminates what benefits the prospect wants from your product
• Conduct a SWOT Analysis (Strengths/Weaknesses/Opportunities/Threats) on your company and product to determine concrete client benefits

Part 2: Sales Messaging, Process Creation, Recruiting:

• Sales messaging Tie lessons-learned from the profiling process and the SWOT analysis into a Sales Message for use on the phone or face-to-face meetings.
• Detail all common objections and responses
  • Sales Process definition
  • Sales metrics definition
  • Sales compensation definitions
  • Territory guidelines
  • Create a sales manual that allows you to conduct sales training for new hires and refresher training for existing sales personnel.

Part 3 Sales Training

• Train Sales Representative in Face-to-Face Sales Call techniques. “The art of the 29 minute face-to-face Sales Call”
• Territory, account, and travel management
• Daily conference call

• Refresher Training 
• Review and adjustments of estimated metrics vs. actual
• Managing Objections review and drilling
• Daily conference call

• Ongoing training 
• Weekly metrics, sales pipeline progression review call
• Weekly training refresher call

See “Retain”