SALES TRAINING, DEVELOPMENT, and SUPPORT
For the more than 28 years that the professionals at The Water Group have been helping improve the overall effectiveness & growth of sales professionals around the world. The bottom line is this: We help sales organizations improve and sales professionals perform better.

Our sales support and coaching services are developed and provided from an experienced team of extremely successful sellers, managers, and executives whose experiences include:

• Corporate Sales Executive of a Fortune 15 corporation
• Executive Vice President of a Fortune 34 corporation
• Vice President of Sales for a #1 services company
• Vice President of Sales for a $112B technology company
• Vice President of Sales for an industry-leading software company
• Chief Financial Officer of financial services companies
• Globally-acknowledged experts and authorities on Imaging & Output (MPS) solution sales
• Director for a $100B Fortune 25 corporation
• Sales Manager for a Fortune 200 corporation
• Business Development Manager for a Fortune 6 corporation
• Managing Partner of an acclaimed sales-focused consultancy


Service Offerings

To maximize the skills, effectiveness, and productivity of a sales team, it is recommended that companies provide annual sales training and/or development opportunities for the sellers (at a minimum) as well as periodic opportunities throughout the year for sellers to hone their skills.

Even when companies do provide sales training for their teams, in many cases, single-shot sales training alone is not enough to maximize the effectiveness of their sales force. Our experience has shown that post-sales-training and on-going sales development support is necessary for maximizing the effectiveness of sales professionals.

Through our Sales Training, Salesforce Support, On-Going Sales Development, and Sales Effectiveness service offerings, we can help sales professionals and managers become more effective at any stage of the sales cycle, including (but not limited to):
Prospecting, Requirements Definition, Account Planning, Cold-Calling, Presentation Skills, Territory Management, Gaining Access, Deal Qualification, Time Management, Call Planning & Post-Call Review, Objection-Handling, Forecasting & Gap Closure, Funnel Management, Challenging the Customer, Sales Coaching for Managers, Establishing Credibility, Financial Selling, and Negotiation & Closing.
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Sales Optimization Training


Fundamentals of Selling

Don't let the name of this class fool you; every professional seller from every level of experience can benefit from our Fundamentals of Selling session. We call it "Fundamentals of Selling" because we ensure that participants in the class are solid in the core aspects of selling; aspects that many sellers neglect or forget as they gain more and more experience, leading to sub-optimal performance.

This custom tailored program can cover all of the Stages to the Sale and every important aspect of the sales cycle -- from prospect marketing to financial selling to the philosophy of why things are done and why some sellers are more effective than others over the long term. Duration: 1/2 day to 1 week.

Advanced Selling for the Modern Era

For professional sellers, managers, and executives with several to many years of practical sales experience, we offer an Advanced Selling program that helps experienced sellers maximize their selling and closing potential.

Truth is that once some sellers achieve a certain level of achievement or a certain number of years of sales experience, they take shortcuts, they assume there is nothing more they can learn to make them better, their skills stagnate, and they get sloppy, leaving opportunities open for competitors to steal their business and beat them outright; we see this all the time. Fortunately, this is avoidable, and we have designed a proven program that even the most experienced sellers agree has helped them perform better and improve their sales outcomes. Duration: 1 day to 1 week.

Lessons of the Navel Orange Sales Seminar

One of our most requested seminars, the Lessons of the Navel Orange seminar is a spirited, engaging event that reinforces and even educates sales professionals (of all levels of experience) on the few things that truly make sales professionals solid performers, and it is delivered in a fun, interactive, impactful format.

This seminar -- which is based on the concepts of the popular book by author & sales expert Tab Edwards -- can also be a complement to the book of the same name entitled Lessons of the Navel Orange (Oxford Hill Press). Duration: 2-hours, 1/2 day, or 1 day.

Managed Print Services Sales Training

This program's curriculum was developed and is delivered by MPS experts who have collectively sold nearly $1B in true MPS deals since 1998. We keep our skills relevant by continuing to win and help others win MPS deals even today.

Our (non-certification) MPS sales training prepares sellers to effectively sell Imaging & Output solutions (including MPS). It does this by not only helping participants to sell MPS more effectively, but by helping them to become more consultative in their approach, thus becoming more effective services & solution-based sellers in general. Duration: 1 day to 2 days.

Managed Print Services Sales Certification and Training

For companies that want to ensure that their sales team not only receives the industry's best MPS training, but also that they are truly "ready" to sell MPS solutions, we provide an added level of training to certify their preparedness. Duration: 2.5 days

Presentation Skills & Public Speaking Training & Development

Presented by much-sought after speaker & presenter Tab Edwards (author of the presentation skills improvement book Batman, Robin, David Beckham, and the Naked King), this program is as fun as it is interactive. It is common knowledge that the quality of content and the effective delivery of a message are as important to the success of an engagement as anything. We help people of all skill levels become better presenters and public speakers. Duration: 1/2 day to 2 days.

Sales Navigator +lus (SNaP) Self-Paced Effectiveness and Development Program

The comprehensive sales force skills development and sales deal pursuit software that teaches you to become a more effective seller as you use it to win business. Pure genius! And it's FREE.

Sales Training for Drug Wholesalers and Distributors

In our experience, we have witnessed first-hand that sales professionals at drug wholesalers & distributors often struggle to effectively build and sell the business case for their companies' products, solutions, and services. The result is often leakage (especially in high-margin generics) and lost business.

Through our years of experience training, developing, and coaching these sellers and managers, we have developed a sales program that has proven to be effective at helping the sellers to become better sellers, improving the sellers' overall effectiveness, and shortening the sales cycle. Duration: 1/2 day to 2 days.




Sales Effectiveness & Development Services

Salesforce Support, On-Going Development, and Effectiveness Program

More and more companies are beginning to realize that in order to maximize the sales skills, effectiveness, and productivity of their salesforce, supplemental on-going sales development support beyond the classroom is necessary.

For companies that want to ensure they are getting the maximum productivity out of their sellers, we provide on-going sales support to help sellers and managers become better at the overall "process" of selling (from pipeline management & reporting cadences through navigating the sales cycle through management coaching). For the desired term of the engagement we work with your sales team on an on-going basis developing the skills necessary for each designated participant to become the best sales professional their talent will allow them to become. Duration: 3 months to 12 months.

Managed Print Services (MPS) Sales and Program Optimization Service

We provide on-going, hands-on support for companies that offer and sell Imaging & Output solutions such as Managed Print Services (MPS) and want to not only improve the effectiveness of its sales organization when it comes to selling the solutions, but also want to ensure that the MPS program itself is "working" as best it can and that the program is competitive.

For this critical service, we assess the effectiveness of the client's sales organization (the sellers, processes, compensation models, etc.), the client's MPS solution offering, and every aspect of the overall MPS program. We then work with the client's management team to jointly design an optimization program that accomplished a set of desired goals.

The four elements of The Water Group’s Managed Print Services (MPS) Sales and Program Optimization Service include:

• A MPS Program Assessment (Including Sales)
• MPS Solution Sales Support and Performance Improvement
• Managed Print Services Solution Optimization
• Managed Print Services Overall Program Optimization

Duration: 6 months to 12 months


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Sales Engagement (Co-Selling and Sales Support) Services

Deal Co-Sale Support

On a select and limited basis, professionals from The Water Group will work side-by-side with the client as a member of the client's sales team to help the client prospect, sell, win, and close qualified deals.

We will serve in the sales-related capacity that the client desires, including sell-with, sell-for, and sell-support. Our objective is to help the client win significant, important, can't-lose deals.

Duration: Open-ended until the deal is closed or abandoned, or until some agreed upon amount of time has passed without a decision by the prospect. Contact us for more information on this offering.


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Other Services

Proposal and RFP Services

To maximize your chances of delivering an effective, accepted, proposal/RFP written response and/or presentation, we can help you write the RFP response and participate with you on defending and presenting the proposal to the issuing company as appropriate.

Speaking Engagements

We not only teach it and write about it, but we do it, too! Whether it's a keynote address, sales seminar, motivational event, or entertainment at a conference, the professionals at The Water Group are considered to be among the absolute best, most engaging & entertaining public speakers in the country. We can help make your event a resounding success.


 

 

 

 

 

 

 

 

(C) 2014 WATER GROUP.LLC

 

 

 

 

 

 

 

 

 

 

 

managed print services, sales training, MPS, MPS consulting, Managed Print Services consulting, pre-call planning, pre call planning, sales coaching, outsourced sales, strategy, strategy consulting, strategic planning, MPS training, IBM training, Hewlett-Packard training, HP
managed print services, sales training, MPS, MPS consulting, Managed Print Services consulting, pre-call planning, pre call planning, sales coaching, outsourced sales, strategy, strategy consulting, strategic planning, MPS training, IBM training, Hewlett-Packard training, HP
managed print services, sales training, MPS, MPS consulting, Managed Print Services consulting, pre-call planning, pre call planning, sales coaching, outsourced sales, strategy, strategy consulting, strategic planning, MPS training, IBM training, Hewlett-Packard training, HP
managed print services, sales training, MPS, MPS consulting, Managed Print Services consulting, pre-call planning, pre call planning, sales coaching, outsourced sales, strategy, strategy consulting, strategic planning, MPS training, IBM training, Hewlett-Packard training, HP
managed print services, sales training, MPS, MPS consulting, Managed Print Services consulting, pre-call planning, pre call planning, sales coaching, outsourced sales, strategy, strategy consulting, strategic planning, MPS training, IBM training, Hewlett-Packard training, HP
managed print services, sales training, MPS, MPS consulting, Managed Print Services consulting, pre-call planning, pre call planning, sales coaching, outsourced sales, strategy, strategy consulting, strategic planning, MPS training, IBM training, Hewlett-Packard training, HP
managed print services, sales training, MPS, MPS consulting, Managed Print Services consulting, pre-call planning, pre call planning, sales coaching, outsourced sales, strategy, strategy consulting, strategic planning, MPS training, IBM training, Hewlett-Packard training, HP"managed print services, sales training, MPS, MPS consulting, Managed Print Services consulting, pre-call planning, pre call planning, sales coaching, outsourced sales, strategy, strategy consulting, strategic planning, MPS training, IBM training, Hewlett-Packard training, HP