EBYB | QCP Academy

Cohort Size

50 people

(Can be customized)

Duration

6-8 hours

Format

In - person /

Virtual Sessions

Upon Completion

Reference material &

Follow up sessions

What should you expect?

By participating in this program, your sales team will gain the skills and confidence to:

Secure executives buy-in during C-suite meetings
Navigate customer conversations with ease and achieve meaningful engagement
Map customer needs and identify potential growth opportunities
Expand sales pipelines through strategic identification of adjunct revenue streams
Ultimately achieve higher sales effectiveness and drive tangible results

What Will They Learn?

The 'Art & Science of Persuasion'

Mastering storytelling and communication for impactful presentations.

Power of the Story
Critical Communication

The 'Art of the Possible'

Understanding key drivers of customer loyalty, sales rep profiles, and effective sales processes.

4 Keys to Success
Changing Customer's purchase Landscape
Outlier Sales Process Transformations
Summary of New Outliers

The Challenger Sale

Adopting the Challenger Mindset to create relevance and drive results.

Key drivers of Customer Loyalty
5 Profiles of Sales Reps
The Challenger Footprint
Adopting the Challenger Mindset
Creating Relevance

Leading with insights

Utilizing insights to guide customers towards desired business outcomes

What is Insight?
Driving towards business outcomes
The Path to Insights

Profiling & MEDDPICC

Techniques for customer profiling, building champions, and effective questioning.

Customer IT Landscape
Org Chart
Key Decision makers / Influencers / Users
Building a Champion

Getting Ready

Presentation skills, information gathering for effective needs assessment, and proposal development.

Presenting your credentials
Presenting your organization
Probing Techniques
Gathering Information
Need for Summary & PoA

Understanding Sales Cycle

Stages of the sales cycle and lead qualification

Understanding the Stages
Decoding MQL | SAL | SQL

Who Will They Learn From?

Kallol Hazra

SME | Solution Selling | Talent Transformation

A technology sales professional with over 35+ years of experience, Kallol has a unique blend of customer insight, strong sales alignment and a passion for people and innovation. He led Talent Transformation for Dell Technologies' sales teams and Executive Briefings for customers. He is passionate about new technological developments and has forayed into helping startups in Cloud, AI/ML, IoT, and Data Analytics as a lifelong trip.

Praveen Kumar

SME | GTM Solutions | Workforce Transformation

Experienced Field Marketing Professional, with a demonstrated 20 years of experience working in the information technology and services industry. Skilled in Product lifecycle Management, Business Development, Growing Profitability and Market Share, Devising Go To Market strategies and competitive positioning. Early consumer and practitioner of ‘Data Driven’ Product & Marketing Management.