Is Your Sales Team Challenged with Vendor Consolidation in Your Market?

Give your sellers the skills needed to build value and stay relevant in the face of vendor compression

Industry disruptors can take many forms, but a large number of our clients have come to us with the challenge of vendor consolidation. As purchasing departments look to streamline operations and improve efficiency, your organization may be at risk of losing out on steady business.

According to procurement experts, the trend toward vendor consolidation can actually be a tremendous opportunity for smaller providers to make a name for themselves and grow, as long as they’re capable of developing strong relationships, delivering as promised, and staying nimble to meet customer needs.

Having a team of sellers capable of consulting with buyers and establishing long-term relationships can become your sales organization’s competitive advantage.

Sales teams challenged with vendor consolidation in their marketplace must:

Build and Prove Value

Build and Prove Value

Your sellers must use a value-based sales process to uncover exactly what a buyer values most, and present the benefits that align with their priorities.

Master Relationship Management

Master Relationship Management

Successful salespeople are skilled at adapting their communication to match a buyer’s preferences, and staying relevant with key account management strategies.

Stay Nimble and Proactive

Stay Nimble and Proactive

Buyers will choose to stay with a vendor who is easy to work with and adapts to their business requirements. Consultative sales training equips your sellers with a responsive and flexible style.

IMPACT Selling – A consultative selling approach that’s simple, flexible, and buyer-focused

IMPACT Selling is The Brook Group’s flagship training program and the basis of most sales training initiatives our clients engage in.

Taught to over one million sales professionals around the world, IMPACT focuses on building prospect and customer relationships and identifying solutions through open-ended questions and active listening.

The repeatable steps of IMPACT will allow your sales force to meet prospects and customers where they are in the buying process to maintain alignment, build credibility, and engage in meaningful dialogue that progresses the sale.

With a consultative, buyer-focused approach, your sellers will be equipped to build and maintain strong relationships with your customers and protect your organization from being on the losing end of vendor consolidation.

IMPACT Selling Program Benefits

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Increased sales revenue and greater margin

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Shortened sales cycles to reduce time-to-close

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Clarity of goals all the way from the tactical to the strategic level

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Better pre-call planning and positioning skills

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Improved communication with different buying styles

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Classroom training that’s easily applied in the real world

Get started on your sales enablement path with training solutions proven to get results.

Participants performing at 75–110% of quota
80% of participants reported winning up to 10 new accounts after applying new skills from training
winning up to 10 new accounts after applying new skills from training
86% of participants reported the training improved their sales performance in a quantifiable way
the training improved their sales performance in a quantifiable way
97% of participants reported using what they learned in their day-to-day activities after the training occurred
using what they learned in their day-to-day activities after the training occurred

Hear how The Brooks Group helped one client align better with buyers and establish a structured approach to sales success.

 

Ready to give your sales team the skills to build value and stay relevant in the face of vendor consolidation? Let’s start a conversation.