2. Value Proposition
Celemi Sales Endeavour™ enables sales professionals, and their organizations, to learn and apply a repeatable process for developing and executing a successful sales campaign, resulting in:
Increased sales success
Higher close rates
Faster cycle times
Greater management insight into the organization’s sales pipeline

3. The purpose
To assist your sales force in winning important, challenging business
To support organizational efforts to develop outstanding sales people
To support participants in reaching their sales and professional development goals

4. The seminar A 2-day program for 9-25 participants
Participants work in teams of 3-5, competing for the best result
A certified facilitator guides the participants through the seminar
A highly interactive seminar built on Celemi’s proven and successful methodology
Blends theory, case study and application on a live deal

5. The seminar Emphasizes Opportunity Management
For groups with less advanced sales skills, optional sales skills training exercises can be included
Teams work on a case study characterized by:
strong competition
shifting buying criteria
political agendas
internal customer uncertainty
evolving customer expectations
Based on the learning from the case study, participants develop an actual plan to win one of their own existing sales opportunities

6. Who benefits?
Any organization with a selling environment characterized by:
Multiple decision makers and influencers
Value-oriented selling
Solution selling
And those in need of
A structured approach for sales pursuits
A standardized sales process and common language
Alignment in sales collateral, messaging, and product campaigns
Collaboration between the sales force and support functions

7. The seminar flow – the sales process in four steps
The seminar includes four steps of the sales process:
Fit
Relationships
Advantage
Impact
Each step includes:
Introduction by the facilitator
Team-based work on the case study
Debrief and announcement of teams’ results
Application on your live deal

8. Step 1: Fit Is this an opportunity we should pursue?
Study the first part of the case
Discuss the case in your team, and score:
Customer profile
Apparent need
Budget
Risks
Rewards
Competition
Develop an action plan
Get the results
Apply the knowledge on your live deal

9. Step 2 - Relationships How will we get to the right people?
Study the second part of the case
Analyze relationships, decide on and carry out sales calls
Discuss your findings in the team, and score:
Evaluation process
Evaluation team support
Extended and executive support
Political advantage
Buying signs
Competition
Develop an action plan
Get the results
Apply the knowledge on your live deal
”It is important that all of the technical vendors understand
where we are going strategically so they can propose the best possible solution.”

10. Step 3 - Advantage How will we create a competitive advantage?
Complete a competitive analysis
Determine your competitive strategy and identify your weaknesses
Score:
Identity
Solution
Track record
Resources
Extended ability
Competition
Develop an action plan
Get the results
Apply the knowledge on your live deal

11. Step 4 - Impact Develop your key message
Brainstorm key elements of your message
Score:
Importance
Urgency
Contribution
Impact
Ability to deliver
Competition
Develop an action plan
Get the results
Apply the knowledge on your live deal

12. Optional exercises
The program is highly flexible, and includes optional exercises for additional competency building in the areas of:
Questioning skills
Determining influence (leverage detection)
Value presentation (delivering impactful messages)
Closing skills

13. Sales planning tool
The program equips each participant with an electronic sales planning tool for use on future sales opportunities.

14. Compendium
Each participant receives an extensive compendium with all relevant information from the seminar

15. Program Benefits Highly interactive experience
Installs a common language and sales methodology for opportunity pursuits
Builds selling competencies
Enables sales management to coach their sales teams on existing sales opportunities via the electronic sales planning tool and common approach

16. Winning Sales Navigation
Participants build a sales plan that includes
Opportunity assessment
Relationship building
Competitive strategy
Key message

17. The guiding principles
“You cannot simply absorb other people’s knowledge…
…you must create your own.”

18. What clients say…
85% estimate that it would have taken weeks or longer to learn what they learnt in the seminar if traditional teaching had been the method used
93% judge the Celemi simulations very good or outstanding
99% regard the Celemi materials to be of high or very high quality
99.3% recommend the seminar to others
Source: Gallup Malmö, Sweden
Get ready to win your sales!