Could your organization benefit by improving your sales pipeline by identifying qualified sales prospects, and enhancing your internal sales processes? This semester sales students will help your B2B company build or update a Sales Resource Manual.

Project Deliverables include:

Student led portion of the Sales Resource Manual will highlight:

• Prospecting sources
• Needs discovery analysis & questions
• Demonstration step by step
• Primary objections and how to deal with them
• Suggested closing techniques
• Servicing the sale suggestions
• Sales journey map (from sales persons perspective)
• Social selling review
• List of 25 prospects (min.) that fit your ideal customer profile

Host company to provide the following prior to classroom meeting:

• Company Information - including history including the catalyst for starting the business, what differentiates the company in the marketplace from its competitors, organizational structure, financial goals for the next one to two years
• Product/Service Description - history if relevant, how has product evolved if relevant, three primary features and associated benefits, pricing strategy, current distribution channels, is it a seasonal product, other discounts. Students will focus on one product/service line and apply concepts from the classroom to this. Host company can adjust the final document afterwards.
• Competition - provide details on three primary competitors. List three main strengths and weaknesses of their product/service that competes directly with yours.
• Customer Journey Map - an outline of the typical path of steps a prospect would follow when looking for a new supplier of a product or service like yours. From initial contact to becoming a loyal customer. What staff are involved (touch points) guiding prospects through this process. A list of steps or a flowchart and explanations where helpful.