Retain, Renew & Grow - Sales Training

Top Sellers

The Strategic Challenge

Buyers are well informed, highly trained and very demanding. Buying committees - comprised of end users as well as technical, financial, and operations professionals - often have the final say in upselling, cross-selling and renewal decisions. It is increasingly difficult to maximize each to retain customers, renew contracts, and upsell and cross-sell to provide value for the customer and ensure the full potential of every opportunity is realized.

Arena Concept

The Arena Concept

One of the cores to GPG's training success is our unique 'Arena' training concept. Sales teams need to move out of their safe and familiar comfort zones and operate in the Arena where they are truly engaged and effective. Teams who use our tried and tested formula are guaranteed to demonstrate more constructive and less destructive behavior and win more sales. This method is available with all of our training materials.

Program Objectives

  • Identify opportunities to cross-sell and up-sell
  • Gain the skills and tools to surface and work through client questions, concerns or objections
  • Engage customers in new, provocative ways, uncover opportunities for innovative solutions
  • Create the right dialogue after hiring, to ensure retention and renewal

 

Arena Compass

Navigating The Account Planning Arena

To perform each opportunity to its fullest potential salespeople need to stay “in the moment” while executing their renewal, retention and growth plans successfully. Success comes from having the right skills to engage the customer in a compelling dialogue, ask new thought-provoking questions to surface and prioritize an expanded set of needs, and remove all obstacles to a “yes”.

  • FacilitatorsDelivered in 14 languages by expert facilitators
  • ShieldOngoing reinforcement and support
  • DeliveryOne-to-one, team coaching, or Train the Trainer delivery options
  • ResultsResults management

Free to Share Our IP

GPG’s IP can be openly shared across your organization – in fact, we encourage it. Our business model is not about paying for IP licenses but rather about getting your people to use and apply the new skills to their real-world clients. This allows your entire organization to understand our methodology, support the thinking, create innovation within their units and develop new ideas for helping and renewing client contracts.

Training Guides

Successfully Implemented Programmes

“The GPG content gives our resellers the skills & courage to create a new and compelling customer dialogue”

Senior Manager, Channel Development, Sales Enablement

Autodesk