When you train your client facing team in basic sales skills, you’ve created a competitive advantage.
Because you’ll generate MORE new business for LESS investment.
Retain More Clients and Increase Profitability
Finding the Revenue Hidden in Plain Sight
Most companies put all their revenue generating resources into their sales teams. The savvy ones invest in their account management and client servicing employees too.
They know that generating more business from existing clients doesn’t just increase revenue, it’s more profitable. It’s a business trifecta: increased client retention, increased sales and lower acquisition costs.
Sales for Non-Sales People
No, your account managers aren’t salespeople, nor should they be.
But they are in front of your clients every day.
When you teach them how to look for new opportunities and how to ask for new business and referrals, you’ve created a whole new pipeline without the accompanying acquisition costs.
How it Works
We’re not talking about turning your account people into salespeople. You already have a team responsible for sales. My training workshops will show your client services team how to engage with clients beyond their day to day work.
We’ll make sure there’s a clear and understandable process for how to handle any identified opportunities, and we’ll role play and practice until everyone is ready to find more potential sales.
Plus, every workshop participant will have the opportunity to further reinforce their new skills and hone their relationship development techniques with two additional role play sessions .
Want to tap into the potential of your customer facing employees?
Being a small creative agency, we don't have a large ladder of sales and management staff to bring in new business. When we met Kim and learned of her expertise in training sales for non-sales people, we jumped on the opportunity to have a team seminar. It was exactly what the team needed to equip us further in making sure we're asking the right questions, listening for the right statements, and helping guide our clients toward projects they'll need further in the year. Kim's energy, focused attention and general interest in getting to know our team, our client types and our processes made for a very powerful and efficient afternoon of exercises.
Ben Roberts, President, Six Half Dozen
Initially Kim strategized with us to create a highly targeted sales plan for an event we’ve attending for nearly 10 years, with uneven results. We knew her advice was sound, but the result was even better than we imagined! Using Kim’s approach the event earned us a spectacular 280% ROI, representing a significant portion of our business this year.
Of course we turned to Kim again in December as we were considering our sales strategy for next year. Kim’s clear thinking and analysis helped our management team understand where we can realize the greatest profit, plus she outlined the specific activity needed to make it happen.
Her insight and enthusiasm has us all charged up and ready to tackle the new year head on!
I cannot recommend Kim highly enough.
Lori Woehrle, Managing Partner, Leapfrog Group