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Uncover how Sales Accelerator can tailor your approach to B2B sales, ensuring it's right for you or your team.

You may have seen something about our Sales Accelerator development platform while you are on the daily blog. We don’t always do as good a job as we should when it comes to explaining what it is and how it works. You may also not know what the content is like, and if it is right for you, or if you are a sales leader, if it is right for your team.

Before we share more about what we do here, let’s outline a few aspects of Sales Accelerator that make it something certain people shouldn’t use:

  1. Rejecting traditional sales training methods: If you want to use a legacy approach, one that will have your team positioning your company and your solution, our program isn’t the right fit. We advocate for client-centric methods that generate significant value in sales conversations.
  2. Beyond basic Check-Box sales training: This program transcends superficial check-box training. It's a comprehensive journey, involving teaching, training, coaching, and development aimed at enhancing sales reps' win rates. While we offer live or virtual workshops, we recommend integrating Sales Accelerator for continuous team improvement.
  3. Embracing rigorous sales training work ethics: Our program demands dedication. It involves honing a competency or skill over weeks before progressing. Sales leaders must invest time with their teams to ensure behavioral changes are implemented effectively.
  4. Prioritizing accountability in sales training: This program requires strong accountability from individuals and sales managers. Without commitment to completing courses and applying strategies in the field, maximizing the program's value becomes challenging.

Key Pillars of Modern Sales Methodology

  1. Strategies for Creating Value in Sales: This course trio focuses on embedding a value-centric philosophy in sales talks, highlighting Level 4 Value Creation and execution strategies for differentiating through client-focused outcomes.
  2. Utilizing Information Disparity for Client Benefit: Master how to create client value by sharing insights and experiences, helping them understand vital aspects of their change initiatives for improved results.
  3. Insight Development in Sales Conversations: This two-part course covers seven topics on insight identification and application in sales dialogues.
  4. Executing Impactful Executive Sales Briefings: Learn to leverage executive briefings to exchange value for time, enhance client relationships, establish authority, and initiate change-centric conversations.

Comprehensive Skills for B2B Sales Excellence

  1. Mastering Consultative Prospecting Techniques: This comprehensive module includes nine courses, covering everything from a crash course in sales initiation to advanced tactics in prospecting, gatekeeper navigation, client nurturing, and cross-selling strategies.
  2. Securing Commitments in B2B Sales: This key skill module helps in securing necessary client commitments, followed by units on powerful questioning techniques, buyer process navigation, and strategies for re-engaging inactive clients.
  3. Navigating Objections and Concerns Effectively: Shift focus from mere objection handling to addressing genuine client concerns, aiding clients in overcoming decision-making uncertainties.
  4. Advanced Discovery and Questioning Strategies in Sales: Explore power questioning aligned with buyer stages, alongside deep-dive discovery tactics.
  5. Differentiating Professionally in Sales Conversations: This course starts with fostering an other-oriented mindset, followed by developing business acumen, executive presence, and mastering the art of triangulation for standout sales differentiation.
  6. Engaging Stakeholders and Building Consensus: Learn to identify and engage with multiple stakeholders, facilitating consensus for advancing toward desired outcomes.
  7. Innovative Sales Presentation and Proposal Techniques: Shift away from traditional presentation structures to a client-centric approach, prioritizing the “why change” narrative.
  8. Mastering the Art of Sales Negotiation: Master negotiation with eight focused segments covering win-win strategies, the power of walking away, in-person negotiation tactics, and value-added negotiations over price reduction.

Ideal Candidate Profile for Sales Accelerator

  1. Ready for a cutting-edge sales approach: This program is right for you if you are ready for a modern sales approach with methodologies and strategies that work in our current uncertain environment.
  2. Focused on long-term sales force development: This program is for you if you want to develop your sales force instead of simply training them. Development takes time, but it also accelerates the speed at which salespeople start improving their results and their win rates.
  3. Committed to accountability and rapid progress in sales: If you can hold your team accountable to make changes, you can make progress very quickly.

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Post by Anthony Iannarino on January 27, 2024

Written and edited by human brains and human hands.

Anthony Iannarino
Anthony Iannarino is a writer, an international speaker, and an entrepreneur. He is the author of four books on the modern sales approach, one book on sales leadership, and his latest book called The Negativity Fast releases on 10.31.23. Anthony posts daily content here at TheSalesBlog.com.
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