NextStep

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Online learning

Next Step offers self-paced learning for your distributed workforce

E-Learning

Next Step has developed comprehensive e-learning modules to help grow your business, increase sales and really help clients, their partners and employees convert prospects into customers and develop their career skills. Please contact us to customize or to license our e-learning courses.

Selling to the CXO:CXO Perspective

This course introduces sales reps to the concepts and skills you need to prepare to call on C-level executives who are usually the true decision makers within your client and prospect accounts. Specifically, the course covers Customer Value and the importance of business relevance when calling on CXOs. It then introduces the CXO perspective on business by discussing the Critical Success Factors that drive decision making. The CXO Perspective is the first of a two-course program that also includes Contacting the CXO.

Upon successful completion of this course, you will be better able to:

  • Prepare more effectively for sales calls to CXOs
  • Hold discussions with CXOs that are relevant to their business needs and Critical Success Factors

DURATION: 1 hour
Includes participant activity guide as well as detailed instructor notes & examples

Selling to the CXO: Contacting the CXO

This course introduces sales reps to the concepts and skills you need to gain access to the C-level executives who are usually the true decision makers at your clients and prospects business. It also provides you with the skills you need to gain the attention of these CXOs, through the use of powerful opening statements. Contacting the CXO is the second part of a two-course program that also includes The CXO Perspective.

You should complete the CXO Perspective before completing this course.

Upon successful completion of this course, you will be better able to:

  • Gain access to the CXO decision maker (without getting stuck by a gatekeeper).
  • Develop a concise, relevant and powerful opening statement to convey how your offering provides a solution to critical business needs
  • Deliver your opening statement.

DURATION: 1 hour
Includes participant activity guide as well as detailed instructor notes & examples

Foundations of Good Sales Communications

Effective communications skills are vital when dealing with CXOs. This course will provide all customer facing employees with strategies, tools, and approaches to be more successful in communicating with prospects, clients and co-workers This course is the first part of a two-part series that includes “Sales Communication Methods: Best Practices and Techniques”.

Upon successful completion of the course, you will be better prepared to:

  • Understand and overcome the challenges of communication
  • Ask questions to best understand prospects needs
  • Select the appropriate communications style and method for your audience.

DURATION: 1 hour
Includes participant activity guide as well as detailed instructor notes & examples

Communication Methods: Best Practices and Techniques

Utilizing the best communication method for a given situation, in the most effective way, is an important skill for all company personnel. This course introduces best practices for working with the wide variety of communication methods,from telephone to the wide range of electronic communication tools available today.

Upon successful completion of the course, you will be better prepared to:

  • Maximize effectiveness of face to face communication
  • Recognize international differences as they relate to sales communications
  • Use phone, web, video conferencing effectively in sales process
  • Leverage email and other electronic communications to progress sales cycle.

DURATION: 1 Hour
Includes participant activity guide as well as detailed instructor notes & examples

Keys to Sales Time Management

This course is designed to provide sales people with a foundation and plan to effectively set personal goals for their success through the use of time management principals.

Upon successful completion of the course, you will be better prepared to:

  • Set clear goals for your sales activity or territory
  • Prioritize activities for working on the most important customers, prospects, and tasks
  • Maximize your prospect time by effectively defining who the most qualified prospects are for long-term profitability.
  • Overcome obstacles to success, including interruptions, email and procrastination

DURATION: 1 hour
Includes participant activity guide as well as detailed instructor notes & examples

How can we help you?

To discuss how our team can help your business achieve true results, please Contact Us


What Our Clients Say

“WOW – what we have learned through this development process and workshops is amazing – we now have a much more effective way to approach daily challenges and ways of working as a team.”

Rich Gunn,
BPM