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April 6, 2018 @ 8:00 am - 5:00 pm

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Leveraging the right approach to business sales is like having a customized blueprint for success. In this session we will discuss the three key areas of sales productivity: 1) creating repeatable and measurable processes; 2) required selling skills and 3) best practice use of CRM and related technologies. This non-technical program is designed for start-ups and early stage companies. It will be delivered by Rick McCutcheon Dynamics CRM MVP and Certified Sales Professional who is one of North America’s Leading authorities on Selling.

Module One – The Business Buying Process

The Five Stages of a typical B2B buying process

o   Discovery & the internal planning process

o   Researching solutions

o   Planning & budgeting

o   Engaging with vendors & resellers

o   Making the buying decision


Module Two – The Corporate B2B Sales Process

The 3 pillars of Sales Success – People, Process and Technology

Building a repeatable business processes for

o   Social selling

o   Managing leads & opportunities

o   Key account management

CRM Best Practices

o   New Business Development

o   Account Management

o   Competitive Analysis


Module Three – The Full Contact Selling System

  • Leveraging Social Selling Platforms
    • LinkedIn
    • Twitter
    • YouTube
    • Google for Business
    • Bing Places for Business
  • Pre-Call Planning and Research
    • What you need to know about
      • the company
      • the people
      • the technology they use
  • Defining Opportunity Touch-points
  • The Sales Pursuit
    • Making Contact
    • Positioning your expertise
    • Asking the right Questions
    • Uncovering technology needs
  • Qualifying the opportunities
    • Which prospects are right for you
    • Building effective keep warm strategies

Pipelines and forecasts management

  • The Effective Presentation
    • PowerPoint best practices
    • Positioning your company & expertise
    • Telling your story

Selling the needs analysis

  • Building a winning solution
  • Presenting your solution
  • Negotiation best practices
  • Uncovering and beating the competition
  • Overcoming objections

Gaining Commitment

  • Account Management
    • Profiling Accounts

Building High Value Long Term Relationships

The 90 Day Full Contact Selling Implementation Success Plan


Program Facilitator

Rick has been involved with the technology Industry since 1991 as a Company Founder, Senior Executive, Reseller, Board Member, Educator, Consultant and Professional Speaker. He holds the Certified Sales Professional Designation and is the creator of the Full Contact Selling (FCS) Methodology. He currently leads a sales training and coaching practice. Please contact Rick at [email protected] or 416-230-0853.



April 6, 2018
8:00 am - 5:00 pm
Event Category: