CSO Insights claims 53% of sales reps miss quota. Sales managers keep forecasting inaccurate pipelines making it frustrating and difficult for CEOs to grow their companies. Many CEOs are too heavily involved in the sales process, are frustrated with bad sales hires that cost them a ton of money, and the inability to accurately predict sales growth… causing them to be stuck at a certain revenue point with no viable plan of action to grow.
Intellectual Intelligence = IQ
Emotional Intelligence = EQ
Behavioral Intelligence = BQ
Sales BQ™ aligns sales processes and buyer journeys by aligning sales rep behavior with buyer behavior.
Sales BQ™ is the realization, ability, and actions of doing the necessary work to achieve high-growth sales.
The Sales BQ™ Methodology was created by a 10+ yr veteran of complex, consultative, competitive, and high dollar sales that involve multiple decision makers. After selling MILLION$ and multiple TOP 10 finishes for a Fortune 1000 company, she documented her proven approach for YOU!
We BENCHMARK your team as they SHOW UP naturally - identify the behaviors, style, and sales techniques that hinder their success. We record (video or audio) a full sales meeting and dissect it WITH them which creates AWARENESS that allows room for CHANGE!
Start the 12-session IMMERSION training ONLINE or IN-PERSON, to LEARN while PRACTICING the Sales BQ™ Methodology with your Sales BQ™ Coach today.
Complete the immersion training in 2-4 weeks, compare the 1st video benchmark (Session 1) to the 2nd video benchmark (Session 12) to see the initial ROI and then enroll in ongoing, individually customized 1:1 SALES COACHING for full TRANSFORMATION.
Allow our Sales BQ™ coach to be your prospect. Team members each play the role of the sales rep. This exercise is filmed to view a "benchmark" of how each team member shows up and delivers. There may be social pressure when a presentation is being recorded; that must be discarded as the benchmark and self-awareness created is critical for transformation and change.
Through our technology platform, each team member is filmed running a live sales meeting.
The Sales BQ™ coach captures feedback in the tech platform at the exact time the "coachable moment" occurs. Expect 15-20 coachable moments per 20 minutes of film.
This session digs into self-belief and uncovers what's getting in the way of setting and accomplishing daily sales activity goals by discussing work environments, effectiveness of day planning, prioritizing, multi-tasking, and managing distractions.
Document the beliefs that help effectiveness in the sales process and that hinder sales success.
Create an Action Plan with your Sales BQ™ coach that allows your team to SOAR past their competition... because of their mental mindset!
Review historical data: total sales YTD, close rate, avg rev per sale, lead source, close rate by lead source, activity tracking log (# of calls, emails, outreaches, networking, seminars, etc.). Discuss win/loss analysis to determine where deals are lost or not moving forward. Analyze list of existing accounts and revenue up-sell potential. Through this analysis trends are uncovered and focus is determined.
Review historical data with your Sales BQ™ coach. Identify the trends that clearly show where your focus should be. Determine KPIs for sales activity, both leading and lagging indicators.
For reps that work a book of business as part of their role, this account management exercise is critical in creating a plan for retention, upselling, cross-selling, referrals, and testimonials.
Work with your Sales BQ™ coach to outline both the psychographics and demographics of the client you MOST want to win. Once you know WHO that is, a plan can be created to win them!
The only way the sales activity always gets done is if it is scheduled in the calendar. Engage in a task-mapping exercise that lists, prioritizes, and schedules every minute of your work week and learn how staying organized allows time for the work to GET DONE.
If you know how your prospects make their buying decisions (emotional, psychology) why do you ask questions that resonate with logical, rational thoughts? They won’t remember what you said, but they will remember how you made them feel. How did you make them feel?
Understanding how triggers prompt behavior and action will lead to a deeper understanding of how to run a sales conversation with pivots and shifts that progress sales through the process.
By learning WHO the sales reps are and how they're perceived, they increase self-awareness and understand how to modify/shift tone, words, speed, and behavior with different buyer personalities, increasing the ability to read the room and sell to multiple people.
Learn how to profile all facets of an account BEFORE prospecting the account. Using the Sales BQ™ account profile template, leverage LinkedIn, company websites, and your internal database to learn most everything you need to know to look and sound different than others on your first reach out.
Work with your Sales BQ™ coach to learn best practices for your LinkedIn Profile, how to build a brand through posting, and how to find important prospect info.
Stories sell. But poorly constructed stories hinder the quality and progression of the sales call. Work with your SalesBQ™ coach to create the story that resonates with your audience and converts conversations into opportunities.
Create custom outreaches that speak immediately to the prospect and answers their question, "What's in it for me?". Speaking differently in the opening outreach sets you apart.
Role play your story with your Sales BQ™ coach until its smooth, refined, purposeful, concise, resonates with your audience, and you have the confidence to start using it in prospecting.
This session teaches how to identify each party's expectations before a meeting, ensure all participants attend, and give room for the sales teams to be value added partners, increasing the ability to move sales conversations from qualification to close. The team will learn a process that shows preparedness and thoroughness to the prospect and sets them up for success in moving the prospect through the sales process. This also drives the rep behavior to actually follow the sales process.
In life, have you had an expectation of someone they failed to meet? Did they know about the expectation you had of them? If they knew, did they agree to it? If they agreed to it, did you have an agreement of what to do if they did not meet the expectation? Learn how this scenario relates to your sales process.
Work with your Sales BQ™ coach to learn the four main agenda topics. Role play on agenda creation and what to do when your sales meeting goes off the textbook.
Document required questions for the needs analysis. By following the Sales BQ™ process, reps learn situational questions that uncover the real issues, quantify them, and use them for ROI and creating motivation to buy. The questioning strategy is specific to the company, market, differentiators, and available product set. Reps learn how to uncover budget, timeline, and critical information required to close the sale, upfront, before spending time writing a proposal.
Your Sales BQ™ coach leads a group discussion that uncovers ALL the required information you need to quote and close a sale. Together, you will create custom situational questions that uncover the required data in a conversational format.
Role play in groups and practice the Sales BQ™ questioning strategy. Allow the "prospect" team members to engage in your realistic needs analysis role play and learn how to create a discussion with situational questions.
The demo stage of the sale is critical to winning. Prospects will be viewing several demos with your competitors. The demo that speaks only to what they need and proves through demonstration how their issues will be solved, will have a higher chance of winning. Learn how to customize the demo specific to the prospect.
Your Sales BQ™ coach will guide a group discussion that lists all the features of your technology and/or service. Together you learn how to map each feature to the issue the prospect team member is experiencing.
Once the features are mapped, create an agenda for the demo that outlines expectations. Role play on how to gain agreement from the prospect before the demo.
Learn the proposal creation style that uses the prospect's words and quantified issues that will create motivation to buy. Learn how to customize proposals and strip out the non-relevant pieces to immediately gain trust in the recommendation for services. Lay out a clear implementation plan, bring up the common objections, and use confidence to gain commitment on the timelines and the sale.
Follow the Sales BQ™ proposal creation process to recap the top prospect issues, align them with features, and highlight the ROI.
Learn how to avoid concerns about implementation and the need to speak with multiple hard-to-find references. Help increase the comfort of choosing your company by calling-out the inevitable, up front.
Proposal delivery is the perfect opportunity to summarize how you solve the prospect's issues, yet many times, the conversation turns to product dumping and justification desperation. This stage is critical for winning.
Role play on proposal delivery to ensure logical conversation flow and staying on track. You spent time preparing the perfect proposal - what could get in your way while delivering the proposal to the prospect? Learn how to avoid being sent into product dumping or justification desperation mode!
This session is a direct continuation of Session 10. Different personalities are receptive to different styles of closing. By now, the personality of each key stakeholder on the prospect team has been identified. When engaging multiple decision makers in the close, adjust language and speak to each the way that is most effective for them to hear and make a decision.
Reference the personality types in session 4. Review the tone, word choice, ability to process data, and how they make decisions. Enter back into role play (from Session 10) and take the proposal delivery to the close. Start with on on one pairing and shift into groups as done in the previous session.
Allow our Sales BQ™ coach to be your prospect. Team members each play the role of the sales rep. This session is filmed to view the second "benchmark" to see how the knowledge gained throughout the immersion training is already making a difference.
Through our technology platform, each team member is filmed running a live sales meeting.
The Sales BQ™ coach captures feedback in the tech platform at the exact time the "coachable moment" occurs. The complete file, with feedback, is sent to the Sales Leader at your company and together we create a 1:1 ongoing sales coaching plan, specific to each team member.
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