©2012 Huthwaite, Inc. www.huthwaite.com Coaching Winning Sales Strategies The single greatest lever of change any organization can employ is effective coaching. Front-line managers have the pivotal role in ensuring behavior change by giving mean- ingful guidance for continued improvement. Without such direct, observed, real-time feedback, professionals have little means to gauge their progress and pinpoint their skill deficiencies. Huthwaite’s Coaching Winning Sales Strategies offers maximum benefit when sales managers and leaders attend both the strategy workshop with their direct reports and the coaching workshop after- ward. Just as salespeople need the right model to emulate for account strategy and development, coaches also need models to guide their behavior. Coaching Winning Sales Strategies will provide you the skills necessary to: • Effectively coach your sales teams on processes and communication techniques • Assess your sales team’s ability to plan and execute strategies that align with the customer’s Buying Cycle to accelerate forward momentum • Coach your sellers to obtain customer decision criteria and influence them to win • Help sellers plan and refine sales strategies for deeper account penetration while leveraging existing relationships • Review sellers’ execution of sales strategies and provide feedback to ensure continued skill development with optimal sales results Upon completion of the Coaching Winning Sales Strategies program, you will be able to: • Apply sales strategy for each phase of the Buying Cycle • Steer the sale from the onset of the relationship • Keep sales opportunities moving forward • Strengthen their competitive position • Solidify and expand key relationships and ensure a smooth implementation to secure future business • Capitalize on the inevitable changes in their customers’ business environments and begin new Buying Cycles Microsoft reports “exceptional results” from their Huthwaite Coaching program! About Huthwaite As the world’s leading sales performance improvement organization, Huthwaite drives increased top line performance for our clients by optimizing every sales and marketing interaction with the buyer throughout the shifting revenue continuum. Founded on scientifically validated behav- ioral research, our methodolo- gies which include the interna- tionally renowned SPIN® Selling program, guarantee sales success. Huthwaite assesses your organization’s needs and develops customized sales performance improvement and coaching programs that drive real business results.