The Concept.

The purpose of Sales Academy is to help B2B salespeople improve focus, skills and conversion rates, without the overload of training information in one sitting that is proven to be forgotten.

Sales Academy is a new approach to sales training. You’ll use what you learn straight away, and make regular adjustments so that it embeds in your sales behaviour.

The Sales Academy starts with a foundation day, which gives you an understanding for what best practice sales looks like and is an important first step in integrating with the rest of the community.

After the foundation day members join a monthly training workshop allowing you to become just that little bit better every month.

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Sales Academy is based on 4 pillars.

How will you benefit from Sales Academy.

B2B sales professionals who want to reach their full potential, covert more and reignite the passion and drive for sales as a career.

“950% growth over 18 months. Yes, I would say Indicator Sales Academy was a success!”
' Jason Ennor - MyHR '

Over the different months you’ll round out your sales skills covering all of the fundamentals of high performance selling. The benefits our Academy members realise as they grow in the community include:

Gain a true understanding of what best practice, modern selling looks like
Add a number of new techniques and tips to your ‘arsenal’
A new found confidence and motivation for what you do
Stronger relationships with your manager and your peers
Hands down better sales performance
The art of creating and sustaining new networks, contacts and referrals

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Course content.

Prospecting

How to build a sales pipeline, how to identify target customers, techniques and tools for prospecting, how to call, what to seek in those calls or interactions.
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Sales Process

Learn to build a consistent and scalable sales process that is aligned to your customers buying process.
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Qualifying Buyers

Discover the need to build and ask the best questions for your sales process and why this stage is so fundamental to sales success.
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Account Management

How to cross-sell and upsell within your existing accounts with a goal to increase overall revenue.
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Presentation and Proposals

Discover the best way to build a structured and optimised proposal, how to successfully present proposals.
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Overcoming Objections

Discover that objections can be used as a positive step, identify your most common objections and focus on how to respond.
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Dealing with Price

Learn when to deal with price, how to maintain margin, learn how to focus on return on investment propositions.
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Negotiation and Closing

Discover how to reach a successful agreement for both you and your prospect. 9 key methods to close sales, build your process and questions to effectively close.
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Cadence

Develop your cadence or rhythm so that you are always keeping ahead of your targets.
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Your Facilitators.

Miles Valentine – New business, account management & channel expert

Miles has founded and sold several successful IT companies, and has extensive experience in selling and funding in both America and Australasia. Within these companies, he has recruited, trained, managed and motivated the sales side of the businesses.

In 1994 he founded and was the CEO of Zeacom. Miles took the business global, and in 2012 successfully exited the company.

Miles is the Co-Founder of Sales Syndicate and the Chairman of Qotient, which builds and sells a Sales Acceleration platform that enhances marketing/sales teams’ success.

Michael Fooks – Sales Consultant

Michael is an experienced trainer and coach who works to facilitate change in organisations of all sizes. After a 10-year career in the IT industry in sales and leadership roles Michael switched his focus to developing others full-time. Since 2004 he has been working with some of New Zealand’s largest organisations to empower their people with new skills, attitudes and capabilities.

Michael uses these skills and his experience to quickly navigate to the core of client issues and teach his clients new ways of thinking which offer more powerful choices.

What our members say about us.
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“Sales Academy has provided practical real-world insights and techniques resulting in huge improvements in our processes and sales volumes.”

– Brani Mead, UiRevolution

“Jason has come a long way since he first attended, and his confidence levels have increased 2-fold and that is turning into business for him.”

– Aaron Jones, Senior Commercial Partner, BNZ

“I love this format. I have done sales courses over 2 full days which is intense and the information is an overload. The information is soon forgotten as does the interaction with other participants.

Having it once a month for 2.5hr is great with the short burst and engaging every month, I tend to put what I have learnt into practice instantly. Great concept!”

– Sam Bensley, Motul

A new approach to sales training.