Executive Sales Training and Coaching

Executive Sales Training

How to Effectively Sell to Executives

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“We turned to LSA Global’s executive sales training to help us take our solution and executive selling skills to the next level.

Their ability to formally assess our situation, identify key sales gaps, develop a plan to measure the results, and fully implement a key sales initiative has been outstanding.

I recommend them to anyone looking to transform its sales force the “right way” to sell higher and wider.”
Daniel Heckman | Director of Sales-Enterprise Accounts | Avid Technology

“We engaged with LSA Global to create a highly interactive business learning activity for 90+ sales distribution partners. LSA focused on high-yield questions and the creation of an impactful and effective questioning framework. We were very pleased with the design and delivery. 

LSA really engaged and challenged everyone with relevant activities and expert sales facilitation.”
Richard Marshall | Senior Manager, Global Marketing | SketchUp

Description

Selling to executives is different from solution selling. Before executives or senior directors approve a purchase decision, they need to understand how the product or service will specifically impact their overall corporate goals.

Prior to the executive selling training and coaching workshop, you pull together information on a current account that you want to target.  Then you spend up to three class days with a corporate officer with experience at the C-level who consults on the account’s current situation and the specific sales strategies that are needed for the future.

Throughout the executive selling training and coaching workshop, the executive will play the part of “the client.”  Together, you analyze the company’s annual report, financial reports, and industry analyst reports to identify crucial issues affecting the client’s company.

You receive a detailed look at  financial concepts such as ROI, time to market, and the time value of money. After analyzing a customized case, you will plan for and practice conducting executive level sales meetings using your identified account.

Once you have completed the program, you will be able to develop sales strategies for building strong relationships with executives that will lead to increased revenue.  To better sell to executives, you will know how to:

  • Perform a financial analysis to identify an executive’s overall corporate challenges and concerns.
  • Position products and services as part of a strategic investment that addresses corporate goals.
  • Communicate the value of the proposed solution (such as greater revenue, faster sales cycles, less price discounting, improved customer loyalty, increased market share, decreased operating costs, and better control of inventory) designed to gain a business edge.
  • Begin and grow executive level relationships by better understanding the problems that a prospective C-Level client faces and by increasing your insight into the executive’s objectives and thought process.
  • Be regarded by executive buyers as leaders, advisors and problem solvers who add value to their sales relationships.

Target Audience
Any Sales Professional or Sales Manager that needs to sell solutions to C-Level executives or senior leaders to be successful.

To learn more about how we have helped leading organizations increase their executive selling skills or to speak with an LSA Expert to learn more about the executive selling training and coaching options for your company, please contact us.

Related Information

LSA has consistently delivered top notch value to Seagate’s Corporate University Program. The level of facilitator involvement and continuous program evolution has kept the sales negotiation training engaging, relevant, and impactful.

We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

Seagate

In an effort to establish a solid foundation of consultative selling skills for our client-facing teams that can be built on over time, we engaged with LSA Global. By understanding our business and our markets, LSA Global was able to design and deliver the relevant sales skills, tools, and processes that have established the foundation for our future success.

We are extremely satisfied with our decision to work with LSA.  Thank you!.”

Kevin Wiley
Chief Operating Officer

Nelnet

LSA always delivers the right sales and sales management solutions to meet our unique needs. I especially appreciate their ability to deeply understand our business and our culture so that they can design the most valuable and impactful outcomes for us and our clients.

Sarah Parks
Senior Project Manager

Hyperion

We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts.

Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create equitable contracts, while preserving and strengthening our supplier relationships.

LSA Global not only provided our team with the skills to negotiate effectively and consistently, but we further expanded our relationship to include consulting around our negotiations’ process, measurement of our negotiations, and one-on-one coaching for our team members. We are very pleased with the result of our partnership with LSA Global.

Vivian Mackintosh
Vice President of Materiel

Space Systems Loral

Originally, we launched a RFP to partner with a sales training provider to improve the sales skills of our global distributor network.

LSA Global challenged our thinking by suggesting we focus on the systemic sales strategy, culture, and talent factors that create sales success before we invested in the more symptomatic needs of sales skills and knowledge.

LSA Global identified the critical strategic actions to improve overall sales performance and then designed and delivered world class business sales training across the globe to help increase revenue and margin.

I’m so happy we took a more strategic approach to sales performance with LSA.  Thank you for making this fit our culture.

Kim Benson
Director Human Resources

Trimble

LSA Global demonstrated excellent expertise in sales and sales leadership, spent the time required to make sure the objectives were clear, and showed flexibility in shaping and sustaining everything that they did.

They “MEDRADized” the session to meet our unique needs, looked beyond the obvious, and got the key points across in a way that made sense.  Thank you!

Doug Stantial
North America Sales Training Manager

LSA’s customized Effective Presentation Skills program has helped us elevate our presentation skills to the next level. I personally now have a much greater self-awareness of my presentation skills and can leverage my strengths while working to improve upon other areas.

I definitely recommend LSA Global to anyone for whom presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

LSA’s introduction and continuous reinforcement of the MEDRAD objectives, vision, and mission were very impressive. The majority now understands and is openly able to verbalize these key items.

LSA did a wonderful job introducing the importance of sales coaching and reinforcement and was able to keep everyone focused.

Cindy Steffen
National Manager, Telesales

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goals.

Their leadership, management, and sales expertise has been invaluable.  They think strategically and provide a results driven plan – not just a temporary fix.

They are great to work with, and even more importantly, they “get it!”

David Fiano
Director of Merchandising

We selected LSA Global over several other sales experts based upon their ability to clarify and align our sales strategy, their expertise in identifying the critical sales scenarios necessary to meet our growth targets, and their willingness to stand behind the results with targeted sales management training and coaching and a pay-for-performance guarantee.

They have become an integral part of my sales team as we rapidly scale. I would recommend them to any sales  leader looking for a true partner.

Anthony Lanham
SVP, Sales North America

jumio-client-logo-technology-cyber-security-LSA-Global

At the onset of our engagement with LSA, I was skeptical that an outside firm would be able to understand and dissect our organization’s highly complex and technical business challenges.

However, through the leadership team interview and strategy retreat processes that LSA utilized, they provided a fresh, innovative, and practical perspective that created tremendous strategic value and focus for our executive leadership team.

As a result, I would highly recommend LSA Global to any leader struggling with building the strategic alignment and high performance teams necessary to generate sales growth, in a way that fits their unique corporate culture.

Robert Laudati
Managing Director

We wanted our Channel Managers to get sales strategies and tools that would increase partner revenue and strengthen partner relationships. LSA Global’s ability to quickly understand our business and to bring experienced and proven resources to the table created credibility with both the executive and sales team.

We look forward to continuing our sales partnership with them.

Chip Whitman
Channel Excellence Manager

Thermo Fisher

We value the relationship we have with LSA Global. They customize and deliver top quality sales solutions when we needed them. They pay special attention to ensuring the solution fits our unique needs, business, and culture.

I would recommend them to anyone looking to greatly improve the skills of their sales force.

Carol M. Harbin
Manager, Worldwide Sales L&D

AMD

LSA Global rocks! Thank you for helping our executive team get aligned by creating a powerful and clear strategic direction and go to market sales growth plan that we could all fully commit to.

From a sales growth perspective, I am really energized about the outcome and grateful for what I have learned throughout the strategic clarity facilitation process.

Stacey Wong
VP Sales

Servicon-logo

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to our specific. The preparation and energy was very apparent. The facilitator did a great job keeping everyone engaged and focused on what mattered most to our success.

I am very pleased with the results and like the very relevant and applicable sales negotiations tools. Great job!

Jack Lord
Vice President of Sales

Blackhawk Network

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