e-bda sales training

Boosting your top sales with Selling to executive seminar

Selling to Executive seminar helps sales and presales to overcome their inhibitions speaking to executives.

By learning who they are, where do they come from, what are their issues and business initiatives they practice on creating a Value Proposition aligned with the business initiative of their target executive.

Based on a scenario and real case learning approach, participants meet a real executive speaking their language and in most of the cases working in their target industries ( FSI, Telecom, Retail, Public sector).

Our new V8 (planned for Jan. 2011) will integrate a certification / reinforcement process.

IBM, Oracle, T-Systems, Fujitsu Services, Bull, Steria, Logica , SAS, Sagem, Crossknowledge, HP, Primerevenue, Ilog are some of our references.

Selling to executives is available in 19 languages.

selling Intelligent energy programs for Areva e-learning

Areva T&D is now training their sales and pre-sales engineers using 2 e-bda e-learning modules.

Working closely with Marketing, communication and sales academy teams, e-bda designed and delivered 2 e-learning modules.  Integration of Voice, Video, exercises & quizzes make the training very attractive and interactive.

more than 10 contributors worked together to achieve this highly visible e-learning modules.

our 3 ways to augment sales in 2010

1. Our Clients Top execs urge their sales executives and managers to sell higher in their accounts. The new decision process for many companies is now getting higher to the Director or board level. Business Initiative : "Sell Higher"
2. Account teams in charge of Very large accounts pay great atention to optimize their efforts leveraging any source of Business opportunity, even in unexplored areas of the target account. Business Initiative :"Account Clinics to augment our potential business in our Key accounts"
3. CEOs of smaller firms find themselves a bit helpless when they have to deal with growing the business with their existing sales resources. In many cases the sales forces lacks management and don't deliver the expected results.Business initiative : "Boosting our Sales through Temp Sales Manager assistance"

in the past few months , e-bda focusing on our core capabilities developped solutions aligned with each of the previous 3 business Initiatives.

visiting microsoft business contacts week june 6th-11th
delivering Selling to executives seminar in English and French

Transformation of Technical- Marketing Training into Sales Training

We just completed a one year long engagement with a leader in the Energy sector to help their teams transforming technical marketing training material into a usable Slaes Training curriculum.

Most of the lage industrial groups do have great existing technical and marketing presentation material that is not used widely enough. Areva decided that in order to train their Sales on how to position in early sales stages on large strategic deals, they needed e-bda expertise.

Our project consisted of :

• understanding the business objectives
• establishing a list of the key learning objectives
• creating agenda for the training
• guiding the stakeholders , mostly from a marketing background to make their material "sales compatible"
• creating role plays exercises, elevator pitches ..
• moderating and facilitating the pilot courses
• contributing to the instructor manual design

The experience has been extremely contrasted since some stakeholders adopted our sales recommendations immediately and some others demonstrated resistance to change.

Eventually, participants found extremely useful the sales training  they attended and 94% of them would recommend it to colleagues in the field.

why did we design "selling to executives" seminar.

Back in 1993, I was a New Business Sales exec in HP's France South East branch (Lyon).

After some painful losses against competitors with better executive access, It didn't take me long to react and decide that we should only invest on the deals that we can close and subsequently disqualify quickly the ones that look too much like a Silver or Bronze medal.

By deciding to invest only on those with 50+% chances, I started creating tools to instrument this selective business selling approach. BTW the ones rated at 25% or less were only worked and progressed on Friday afternoon and "polite but concise" proposals were sent out to those prospect customers.

Reaching and establishing relationships at executive level became an obsession.

We tried hard to get access at C-Level (board level) very soon in the sales process. It actually worked quite well ( with some initial surprise from our counterparts), but proving the value of speaking to the executives of our prospects, understanding their Business issues and building their Business Initiative together opened us a fresh new avenue for being Creative at Right decision level!

Of course Selling to executives means you will break some Internal Taboos!! Have you got all clearance from your management to sell differently? Results came before I had to justify my thinking out of the box.

150% quota achievement spoke for me and my team.

We won more than 1/2 deals in the pipe. We also developed a great team spirit by having more focus on the real Business.

To help us keeping focus on the "good Business" ( the one with 50+% transformation ratio), we decided that if our efforts to access the Business decision level ( CxO, Board members) was not successful we would simply put the opportunity in Less than 25%.

Of course selling to Senior executive requires some practice, a lot of practice actually! and a great team to support you with technical decision makers at the same time.

Daniel V. , Philippe M. and Ian B. were key in getting there, they appreciated our effort to sell more politically, more aggressively and driving them to the right opportunities eventually.

Now Fujitsu Technology Services understand better CIOs.

To align FTS ( Fujitsu Technology Services aka Fujitsu Siemens computers) Value propositions with their customers top CIOs, we deliver in most of Europan countries a seies of workshops aimed at undersatnding the CIO world and being able to align with their current priorities and projects.

Our European team composed of Sales Consultants from the UK, Germany, Austria, France and Romania designed and prepared the delivery .

Jean-Christophe our Lead Program manager organised and delivered communication with local teams.

MBS France orders PAM & Partners' training

MBS France ( Dynamics) ordered from e-bda a series of Sales seminars to increase Microsoft partners Sales effectiveness.

After a recent survey Microsoft decided to equip the sales executives of their Dynamics partners with more effective Business conversation and value proposition practice.

Delivered by Nicolas these Sales workshop are very practice oriented and give an opportunity to each sales executive to practice in front of our executive and improve their ability to sell higher and better !

 

"Become a Public Sector Supplier" Virtual Class for Microsoft partners worldwide

Gilles and Andrew just designed & delivered succesfully the first of series of webcasts ( virtual classes) : How become a Public Sector Supplier ?

see also : http://cs.mseducommunity.com/blogs/educommunityblog/archive/2009/04/14/training-opportunity-become-a-public-sector-supplier.aspx

 

 

e-bda delivers 20% of all training using Virtual Classes

Speaking to PDMs ( political decision makers) presentation at Microsoft ISU

Microsoft invited e-bda to present how sales people of partners and microsoft should speak to Political decision makers.

Influencing is trying to capture the key initiatives of the political decision makers, understanding their KPIs and CSF in order to establish a partner+Microsoft Value porposition to answer the PDM current key initiatives.

 

more than 80 participants from EMEA and some from around the world did participat into this first day of the ISU.