If other media companies/agencies sell the same products, what sets your team apart as a leading provider in the marketplace?
Here’s Why 78% of Sales Training Fails
Proficiency gaps are not identified and targeted prior to training.
Curriculum focuses on philosophy, rather than on real scenario, interactive selling skills.
Training content is not 100% customized to the seller’s product and services.
A consultative selling process is not implemented.
Post-training, reinforcement training is not provided, resulting in a lack of retention and sustainable results.
I see two types of skills that are needed in the new media space to help clients along their journey to better customers acquisition and retention.
I’ve heard the industry talk about soft skills and hard skills. When I started in media, you didn’t need both. Today, it is critical that you have both and can excel in each. I refer to soft skills as the ability to meet with business owners and understand their business challenges and have the expertise to ask the right questions to get to the core of the issues.
The hard skills refer to the actual design and execution of the recommendations that will deliver the customer experience through to sales and satisfaction. If you haven’t had the experience to design, deliver, execute and optimize, how can you recommend and guide a client to embrace your recommendation and to invest in your programs to capture the customer journey. Today’s fragmentation of media and the entrenchment of digital media require a multi purpose professional that has skills across this challenging space.
Let’s have a different discussion about your training needs, your expectations and a customized program to elevate your team to the proficiency required as well as acceptable to the clients.