Winning complex B2B (business to business) sales has become more complicated than ever. Customers have hijacked key aspects of the sales process – circumvent-ing suppliers by doing their own research online, identifying potential sales solutions and reaching out to short-listed selling organisations on their own terms. Meanwhile, they’re demanding more flexible ways to purchase products and services.

Quantum and Miller Heiman work with sales organisations to build core selling strength and techniques urgently needed in today’s customer-focused environments by delivering:

• A fully encompassing, holistic view of the most effective customer-management strategy

• Greater transparency and predictability for smoother busi-ness operation

• Total alignment with your company’s strategic objectives

Millions of sales professionals who have attended our sales per-formancetrainingprogramshaveseensignificantimprovementsintheir close rates, lowered their cost of sales and shortened the sales cycle.

Why? Because our programs focus on shifting the

mind-set of your sales team so they focus on the cus-

tomer.

The customer is at the centre of all of Quantum’s sales train-ing: understanding the customer forms the foundation for a consistent, transparent sales process and common language, which enable you to align your teams to effectively execute on strategies for growth. When you participate in any of our training programs you work with real, live deals that challenge you and your organisation. Many deals have been won during our workshops as participants put what they are learning to an immediate test.

We train your sales professionals both on- and off-site using modern e-learning tools. Our courses are offered as:

• On-site programs• e-Learning (off-site)• Blended learning (a combination of on- and off-site)

quantuminternational group ltd

Sales PerformanceTraining Services

On-site programmesOur programme facilitator will work with your sales organisation to understand your exact business objectives to deliver a programfocusedonyourspecificneeds.Whatarethebenefitsforyou?

• Scheduledtofityourorganisa-tion’s sales and travel schedule

• Coordinated with other group sales activities to minimise travel time and expenses

• Provides synergy generated from all participants from the same organisation

• Sales experience and examples fityourcurrentsalessituationandtoyourspecificindustryandcompany

e-Learninge-Learning programs are designed primarily for those members of your sales organisation that support your sales force, including pre-sales, product marketing and customer support.

Blended learningBlended learning effectively integrates e-Learning technologies with traditional training methods. It provides you with thecostsavingsandflexibilitythatseniormanagement demands. Additionally, your salesforcebenefitsfromhavingaccessto self-paced learning that reduces loss of selling time.

Our CoursesCreate Opportunities – Set strategy | Iden-tify targets | Prospect | Scope | QualifyManage Opportunities - Resource | Pursue | Discover | Solve |Influence| Negotiate | Close | DeliverManage Relationships - Service | Partner | Plan | Retain | ProspectOther and Channel – Management Execu-tion | Operations and Enablement | People and Organisation | Channel Enablement Create Opportunities

• Conceptual Selling® - Optimising Every Interaction with Customers

• Advanced Concepts for Concep-tual Selling® - Advanced applica-tions that expand the expertise and effectiveness of the sales professional to develop customer focused interactions

• Executive Impact - Strategy for securing executive approval

• Securing Strategic Appointments - Effective contact strategy for generating quality, high value appointments

Manage Opportunities

• Advanced Concepts for Strategic Selling® - Advanced applications that will expand the expertise and effectiveness of the sales profes-sional to win complex sales

• Negotiate Success - Win-Win sales negotiations that strengthen customer relationships

• Strategic Selling® - Comprehen-

sive strategy for complex sales• Strategic Selling® Government

- Comprehensive strategy for winning government business

Manage Relationships

• Channel Partner Management - Optimising results from indirect distribution

• Channel Success Essentials - Im-prove channel sales productivity and drive channel revenue growth

• Large Account Management Process (LAMP®) - Strategic planning for protecting and grow-ing key accounts

Other and Channel Enablement

• Management and Management Execution

• Operations and Enablement• People and Organisation• Channel Enablement including:• Channel Success Essentials

(CSE)• InfluencingPartnershipOut-

comes (IPO) • Leading Trusted Partnerships

(LTP) • Channel Success Financials

(CSF) • Coaching Partners to Results

(CPR)• Effective Partner Planning (EPP)• Achieving Channel Leverage (CL)• Sales Training for your Partners

(STP)• Executive Alignment Workshop

(EAW)

The customer is at the centre of all of Quantum’s sales training: understanding the customer forms the foundation for a consistent, transparent sales process and common language, which enable you to align your teams to effectively execute on strategies for growth. When you participate in any of our training programs, you work with real, live deals that challenge you and your organisation. Many deals have been won during our workshops as participants put what they learn to an immediate test.

I just closed one out of my deals that we dis-cussed on the course ... I am very grateful for all I have learned from you and I truly believe that your course was a significant aid in my sales pro-cess! A big thank you from Switzerland.“ “

Sales Professional, Bloomberg Tradebook Europe

Grounded in the latest research, Miller Heiman

and Quantum work with sales organisations to

build the core strengths in sales techniques and

sales management training urgently needed in

today’s customer-focused environments.

Quantum and Miller Heiman bring the insight and ex-perience gained from more than 35 years and 15,000 worldwide engagements to customers seeking to up their game in a highly competitive marketplace. Con-tact us today and we’ll help you explore your options on how to significantly improve your close rates, lower the cost of sales and shorten the sales cycle.

Quantum, 16 Queen Square, Bristol BS1 4NT, England, UK

+44 (0)117 230 1963

hello@quantumigl.com

quantumigl.com

Quantum International Group Ltd: 16 Queen Square, Bristol BS1 4NT, England, UK. Registered in England and Wales with company number 09479453

quantuminternational group ltd