4
1908
AIM Enterprise Selling
Audience
Sales
Duration
2 days / 12 hrs classroom
Level
Basic / Intermediate
Outline
AIM
• is an enterprise sales methodology GROW your most talented employees
Access
• How do we gain the right level of engagement, with the key people, within any opportunity. This is directly related to the preparation we make, how we personalize preparation to engage with the client, and our intention and commitment to making a difference. DEVELOP the coaching and mentoring skills based on your employee’s performance.
Insight
• This is our ability to use our preparation to perform an inquiry related to the clients’ challenges. We do this by asking questions – firstly, open questions with genuine curiosity around the current situation, followed by clarify questions, to align our thinking and finally, if possible, a critical thinking question that helps make sense of their challenges.
Motion
• Use Whiteboards effectively in Sales Meetings and project meeting
Discovery Whiteboard Guide:
• This is based on the joint vision we create around a mutual commitment to act and to explore potential ‘intelligent’
capabilities. This is about getting to the next step or the next engagement advance with the client
This workshop consists of prework post work assignments:
Intro
• AIM Methodology
• Best Practice Post Covid
• Mindset
Focus
• Identification
• Requirements Definition
• Qualification
Tools
• Sense Map
• Opportunity Plan
• Buyer Action Plan
Insight
• Team Insights / Pitch Insights.
• Assignment
Course Overview
This is our ability to use our preparation to perform an inquiry related to the clients’ challenges. We do this by asking questions – firstly, open questions with genuine curiosity around the current situation, followed by clarify questions, to align our thinking and finally, if possible, a critical thinking question that helps make sense of their challenges.
