A Fluent Vision & Ingram MicroSales Training
AFV Enablement Solutions
A Fluent Vision (AFV) provides comprehensive programs designed to address the major challenges facing sales representatives , sales managers & sales organizations today.
Leveraging AFV’s longstanding expertise in the channel sales environment, AFV provides a broad range of processes, methodologies & tools designed to help you get the most out of your sales motion. Coupled with a methodology-driven curriculum, AFV supplies powerful tools to assist in the retention & execution at the sales rep level as well as accountability at the management & ownership level.
CURRICULUM MODULES & ENHANCEMENTS
Psychology of Consultative Selling
The Psychology of Consultative Selling (PCS) methodology is designed to help sales representatives move opportunities more efficiently through the sales cycle. PCS is a comprehensive sales course specifically designed to strengthen the skills of professionals at varying levels of experience & help them leverage the benefits of using a proven consultative sales methodology.
Creating an Annuity with Account Planning
Proper account planning will enable you to identify specific actions, resources & milestones that will help earn you trusted advisor status & long-term customer annuity.
The Account Planning curriculum includes knowledge, skills & tools that will provide the foundation necessary to plan effectively for increased business & for additional penetration into existing accounts.
Demand Generation with Cold Calling
Successful sales professionals understand that ‘cold calling’ is an essential part of the sales cycle. It ensures that the pipeline is full of qualified prospects that ultimately lead to revenue.
The Demand Generation course provides the strategies for increasing effectiveness in the cold calling process that will help sales professionals effectively communicate & uncover business opportunities.
Building a Financial Case for Your Offering
By understanding some basic financial concepts, an astute consultant can properly position the right solution as a financial decision, as opposed to an IT purchase.
The Financial Targeting course is designed for the financial novice who needs a little savvy to open doors to financial decision makers.
Build the Right Message to Generate Demand
The course explores the importance of messaging & how to create effective messaging for the market. By leveraging an organization’s value proposition, participants will discover how to develop an elevator pitch used to state their differentiators & value clearly.
CEO Sales Infrastructure
This course will establish a consistent sales methodology coupled with supplemental practices to assist organizations in defining roles & responsibilities, implementing an event-based forecasting system, establishing consistent benchmarks, leveraging resources & executing periodic assessments & adjustments. The end result will be the creation of an agile company that can & will adjust to changing market conditions.
Consultative Sales Toolkit
The Consultative Sales toolkit is designed to provide the sales representative a full bag of resources to drive sales success in the field. The toolkit can be customized with a specific solution portfolio if so desired.
Account Planning Toolkit
The Account Planning toolkit is intended to provide sales representatives a place to input the information necessary to create a successful account planning strategy with their customers. This toolkit will result in structure & continuity in a relationship that will help sales representatives to earn trusted advisor status.
Virtual Sales Manager
The purpose of the VSM program is to enhance the skills learned by ensuring their consistent deployment. VSM provides sales professionals the opportunity to work one-on-one with AFV on a regular basis in order to increase organizational effectiveness, return on investment & individual consistency.
Empower your sales team.
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