The 4-P’s of Sales:
At The Harris Consulting Group we took a long hard look at the most common sales training questions and determined that successfully scaled sales organizations are built upon four simple tenants.
We call them The 4-P’s of Sales:
Methodology: Built for Scale
It is simple, we want our sales training to provide your team with improved results from day one. We focus our training to utilize best practices as associated with The 4-P’s of Sales and someone’s specific role in the sales process.
As you might suspect, depending on your organization’s stage and growth trajectory, the priorities within The 4-P’s of Sales will change over time. This is why our sales training is customized to your organization and providing the foundations to build for scale.
What Client’s Say
We’ve seen a 15% increase in pipeline growth since implementing your training.
During Richard’s first day of training we secured a CEO meeting that led to our largest 6-figured deal in the history of the company.
Your training reminded me that everyone in the organization is selling, not just sales.
Why Our Clients Choose Us
- Sales team training designed to “get you there” faster
- Real world sales techniques that improve your close ratio
- Experience building Saas lead gen, inside, & field sales teams
- Immediate sales funnel impact
Step 1: Initial Interest
Goal: Create a frame of reference for each party to see if there is a good fit and if deeper discussions make sense.
1. Past – Where did things begin?
2. Present – What is instigating this initial conversation?
3. Future – What does a successful sales org look and sound like?
4. Commercial Terms
5. Determine if next steps make sense
Exit Criteria: All parties agree that additional discussions would be worthwhile.
Step 2: Assessment and/or Scoping:
1. Have a direct conversation and uncover current challenges and potential solutions.
2. Sales Strategies & Tools: CRM, Dialer, Motivation, Research, etc.
3. May include additional team members.
4. Define a successful outcome.
Exit Criteria: Both confirm everyone is on the same page with the right end goals in mind.
Step 3: Confirmation & Preparation
1. Finalize deliverables, time frame, and commercial terms
2. Go / No Go Decision
3. Contract signed
Exit Criteria: Final confirmation by both parties with signed contract.