Exciting News at Teneo – 3 Major Changes & One Thing that Remains Consistent

Exciting News at Teneo – 3 Major Changes & One Thing that Remains Consistent

We have three major changes at Teneo to better serve our customers and the sales community, and there is one thing that will always remain consistent at Teneo. Keep reading to find out what they are.

Teneo has an Accredited Partnership with CPSA

After more than 10 years of working with the Canadian Professional Sales Association (CPSA) as a Strategic Training Partner, we are thrilled to now be an Accredited Training Partnership with CPSA. Our accredited training programs prepare salespeople to meet the CPSA’s Professional Sales Designation pathway. This pathway is attracting more people, including college and university graduates, to the sales industry and will strengthen the sales community.

Our Rigorous Training Programs 

As a result of the new standards and sales competencies set by CPSA, we have increased the rigorous nature of our training program, with Teneo’s style of interactive training and coaching, kicked up a notch to help sales teams raise their A game to meet today’s demanding buyers.

Our Purposeful Sales Strategies program that will prepare salespeople to successfully complete their Certified Sales Associate Professional Sales Designation (CSA). The feedback from our past participants has been phenomenal with a rating of 9.5 out of 10!

Our Purposeful Business Strategies Program prepares salespeople to successfully complete the Certified Sales Professional Designation (CSP), which is a gold standard program for achieving sales excellence in the industry today.

In addition, our advanced prospecting program Purposeful Prospecting helps sales professionals to identify ideal clients, and secure and close meetings with key decision makers with a 90-day prospecting blitz.

Each of our programs consist of Teneo’s integrated training and coaching model along with interactive microlearning videos and a practicum component, which differentiates our training from the rest.

The one thing that has not changed is our dedicated team and how we remain extremely committed to our clients. Click To Tweet

Teneo New Brand & Website 

We have gone through the intensive process of rebranding our company and website to match our company values and sales training structure.

We chose the ring icon. The inside ring symbolizes that we start with coaching sales leaders, as they are at the core of an organization and are pivotal to the success of sales teams. The second ring represents sales teams and how Teneo helps to transform them from good to great. The third ring represents Teneo working with customer service teams, as they are a valuable extension of the sales team. The final ring symbolizes the entire organization. Teneo works to align the sales culture across all departments to create an exceptional customer experience that delivers results.

Teneo Commitment Remains Consistent

The one thing that has not changed is our dedicated team and how we remain extremely committed to our clients.

Thank you to our many clients and suppliers who provided us with feedback, insights and support throughout these changes – we are very grateful.

Our Teneo team, consisting of Shannon, Angela, Jennifer, Jasmine and Chris, have all pitched in to ensure the changes within our business strengthen the client experience, our team and company culture.

If you need help with your sales goals, let’s talk. Email me at lisa@teneoresults.com

Teneo Challenge: What will you do to embrace change and be strategic, proactive and brave in the coming years?

Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.

Better Customer Conversations with PURPOSE 

Better Customer Conversations with PURPOSE 

When we train with the Consultative Conversation eight-step framework, people often share how much they love it. Why? Because it provides them with a structure in asking their customers valuable questions, learn more about their customers’ businesses, and uncover additional sales opportunities.

Yet, no one can easily remember and recite all eight steps (except right after writing their CSP Designation!).

At Teneo, we did some creative brainstorming and came up with an acronym, PURPOSE, to easily remember the consultative framework when meeting with customers.

The PURPOSE acronym is easy to remember so you can focus on the customer conversation, not remembering the next step!

When you follow the PURPOSE formula, you’ll have a more productive and purposeful sales conversation each and every time.

Are you having PURPOSE conversations with your customers? Click To Tweet

By following P.U.R.P.O.S.E. you will:

  • Plan more and plan better  (P-Prepare)
  • Make fewer assumptions about your customers’ current state (U-Understand)
  • Build trusting relationships by communicating with individuals in their preferred manner  (R-Rapport)
  • Identify the compelling reason you are meeting and state that reason at the start of the meeting (P-Purpose of the meeting)
  • Ask more questions, and better ones that get to the heart of the business reasons to buy (O-Open-ended Questions)
  • Summarize, prioritize and collaborate on possible solutions  (S-Summarize & Solutions)
  • Ensure you have clear next steps with date and time (E-Execute)

PURPOSE Sales Conversation

The chart below outlines the simple “purpose” for each step in the consultative conversation.

The PURPOSE of each stepQuestions to ask
P – Prepare For Your MeetingTake 7-10 minutes to prep for your meeting by using the back-side of the PURPOSE template. It helps you be more strategic, proactive and brave!What are my objectives for this meeting?

What do I hope to accomplish?

Is there any more information
that I need to be fully prepared?

U – Understanding Your CustomerThink like your customer – what’s most important to them in their role, personality style, generation, and decision-making process to make them and their business prosper.Do I know my customer or prospect as well as I should?

What are their goals?

What’s most important for them to accomplish in this meeting and their business?

R – Rapport With Personality StyleIdentify their personality style and quickly adapt.

Begin to build trust and connect with them.

Personal or business question to establish a common bond.

Nice building, how long have you been here?

How’s business?

P – Purpose of Meeting State the actual purpose of the meeting and agree on the agenda items.

Confirm the amount of time for the meeting, even if you scheduled a 30 minute meeting.

To make this meeting most effective, I would like to discuss…

Is there anything else you would like to get done to make this meeting worthwhile for you?

Do you still have 30 minutes?

O – Open EndedQuestionsAsk open, clarifying and expanding questions to find out their current situation, challenges, goals, and their decision-making process.

When you ask intelligent questions in a coach-like and consultative approach, your customer/prospect will realize it’s worth spending time with you.

I would like to begin with asking you a few questions about your business to better understand your situation.

What are your challenges with…?

What are your goals for the coming year? What would you like to accomplish?

What is your criteria for selecting …?

How would you measure success?

S – Summarize Their Needs, Goals and Collaborate on SolutionsDemonstrate you are listening to further develop trust.

Collaborate and co-create possible solutions based on their needs and business goals.

Typically, you may suggest a few solutions and schedule a second meeting to present your proposal with three options.

To recap, what I’m hearing you say is that…

Your priorities are…

I understand that you are ideally looking for…

To achieve your goals, have you considered…?

To give you the maximum ROI, could we…

What (time, productivity, increase in sales, output, save money) would this accomplish in your business?

E – Execute Next StepsSet the next meeting or call with a specific date and time to present the proposal.Shall we go ahead then?

Where do we go from here?

When will you be making a decision?
Let’s get together again on (day) and (time) to review the proposal and discuss next steps.

If you would like the PURPOSE template to help you prepare before, during and after your customer meeting, please email jasmine@teneoresults.com for your copy today.

Teneo Challenge: Request your own copy of the PURPOSE Conversation Framework template (email jasmine@teneoresults.com) and use it during your next customer meeting. Share your results by commenting on this blog, or by reaching out to us on LinkedIn @TeneoResults or @LisaLeitch.

Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.

5 Selling Competency Statistics That Will Scare You!

5 Selling Competency Statistics That Will Scare You!

50% of today’s sales professionals are weak and only 6% are elite. 

If that doesn’t scare you, these scary selling competencies will.

That’s right, we are going to delve into the underbelly of performance gaps in salespeople and look at the scary statistics that surround these competencies that can’t be covered up.

We have connected with our strategic partners at Objective Management Group(OMG) for these unnerving insights on the following five selling competencies and the frightening statistics and poor performance in each area.

Selling Competencies% of Salespeople Who are Competent 
  1. Closure – A salesperson’s ability to get business closed on a timely basis.
1%
  1. Consultative Seller – A salesperson’s ability to take a consultative approach to a sales opportunity and uncover the compelling reason to buy.
3%
  1. Qualifier – A salesperson’s ability to properly qualify an opportunity. 
7%
  1. Mastery of Social Selling – A salesperson’s effective and consistent use of LinkedIn, Twitter and blogging. 
10%
  1. Selling Value – A salesperson’s ability to quantify the opportunity and focus on the value rather than sell on price. 
10%

Statistics provided by Objective Management Group. https://www.objectivemanagement.com/

OMG states “Selling Competencies play a huge part in the difficulties that salespeople have when attempting to sell value or use a consultative approach. This is the combination of strengths that support skills and when the strengths are actually weaknesses, salespeople are uncomfortable and unable to execute the process, strategies, tactics and achieve milestones.”

50% of today’s sales professionals are weak and only 6% are elite. Click To Tweet

Where would your team score?

Trial the 21 Core Competency Sales Assessment with your current team members and find out!

This assessment will give you insight into your team’s will to sell, how comfortable they are talking about money, and confirm if they are consultative in their approach with customers – plus more!

Teneo Challenge: Take the 21 Core Competency Sales Assessment with your current team members to understand their level of skills and strengths.

Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.

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