SalesHelpTM BootCamp

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Our SalesHelpTM BootCamp program is designed to teach your enterprise sales organization how to build and present the quantitative business case for your specific product/service. Phormion will custom-develop and deliver an in-depth, one-day training session based on research and analysis specific to your product/service, complete with equations, spreadsheets, and other materials your sales team can take from the training and use immediately.

It all starts with a comprehensive research effort, using a process honed over the course of dozens of projects to be fast, accurate and efficient. During this effort, Phormion develops the "meat" of your value proposition, including equations, statistics, rationale, and, of course, your most important value benefits. To learn more about this critical foundation piece of our work, we invite you to visit our Value Benefits Research and Analysis page .

Once the Value Benefits Research and Analysis work has been completed, we'll plan, develop, and conduct a one-day, on-site workshop for your sales representatives. The goal of our BootCamp program will be to teach your salespeople how to quantify and communicate the financial value of your solution to business-level executives; ultimately moving the sales conversation away from one of feature/functionality to that of unique strategic business impact your solution will have on specific prospects on a case-by-case basis.

The BootCamp will be comprised of a full day of intensive training. By the end of the day, your salespeople will have learned all they need to have a crucial consultative-based conversation with each prospect focused on business value, and each sales person will have completed a customized business case analysis for one of their current prospects

In addition, your sales representatives will be given an Excel-based business value analysis that includes the inputs and equations necessary to quantify the value of your product or service. The spreadsheet will be designed to be customized by the sales representative for each individual prospect, and the BootCamp will provide each sales representative the know-how to do so.

Finally, all attendees will be provided a complete set of professional course materials for future reference. The materials will include PowerPoint slides custom-developed for your product/service that include value benefits, the equations to quantify them, and the supplemental information needed to credibly present the value proposition, and value benefit content need to have the right conversation with your prospect's decision-maker.

Note that as part of the training program, each attending sales representative agrees to select a prospect to focus on during the camp, and will complete a one-page questionnaire regarding that prospect. No other attendee preparation is required.