Expand Asia

Professional Technology Sales Training & Coaching Assistance in building high performance technology sales teams in Asia.

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British Telecom Global Services Expand ensured that communication was consistent and concise. They followed up on all issues that were raised and fulfilled the requirements of their position to a standard higher than I have come to expect and or experience in the past few years. Expand has a significant basket of competencies, developed from many and varied backgrounds, and their enthusiasm to complete the job and the associated tasks is a refreshing change from some of the less professional people I have dealt with in this industry. Global Programme Director

Technology Sales Training & Coaching in Asia – Executive Overview

Professiona l Technology Sa les Tra in ing

There are a myriad of sales training companies offering prescriptive courses that promise to “fix” your teams sales performance, but as any sales professional that has undergone multiple training sessions will tell you, to be effective you need to combine the best points of different methodologies that work in each individual sales situation. As a specialist consultancy focused on the technology sector, and with over 20 years professional technology sales management experience under our belts with leading technology companies, our approach is that there is no “one size fits all” prescription to sales education and improvement. Of course, it is obvious that a global telecommunication software company facing 12 month sales cycles and a multi-million dollar project value experiences an entirely different sales process to a local desktop solutions integrator.

Every course we deliver is tailored for your individual organisation, taking into account your company's individual products and / or services as well as your unique market situation, and uses the elements of many sales training methodologies to address the key issues you are experiencing, maximise the capabilities of your sales team and achieve the best results for your business.

In our experience, sales training courses that require you to modify your business to fall in line with the new training processes often introduce such complex and disruptive change that they fail to become implemented and, as a result, fail to deliver. On the other hand, tailored sales training positions the education and content of the training at the right level for your sales team; it also ensures that the training is built around you and your business processes and custom market situation and not the other way around. This reduces disruption; the defined sales information quickly snaps into your existing business, which means it can be deployed quickly, reducing your time to value, ensuring sales revenues are improved quickly which is good news for the management team.

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AECID (Spanish Technical Agency) Expand Asia has shown a high level of commitment and expertise throughout the process, having satisfactorily met the expectations of AECID by delivering all of the services agreed upon at the initial signing of the contract. Although the initial contract has come to an end, AECID has chosen to extend the contract [twice] until the beginning of 2012 due to the beneficial and well-suited nature of the course. Country Coordinator

Consu lta tive & Communica tive

There are many key differentiators when working with Expand Asia compared to working with other sales training organisations. One of these is our focus on communication and problem solving in classes, employing a consultative and discussion filled approach with your sales team. There are no books to read or long drawn out sessions in front of PowerPoint slides. It is our job to impart the information that your sales team can utilise quickly to deliver results. A white board and note taking is all that is required. The “nuggets” of relevant foundation information from a number of existing sales courses including SPIN, Strategic, TAS, Basic, SAS and basic sales strategy experience including channel development, relationship building, crossing the chasm, good to great and other information is seamlessly combined with information on sales tactics ranging from the use of NLP, consultative selling, listening skills and negotiation skills over a three day period – to impart the most relevant information quickly and effectively, whereby actively increasing the effectiveness and capability of your team. Spec i f ic Technology Focus

Our market is technology; we recruit for technology companies, we train technology companies and we help develop technology leadership all over Asia. As a result, we have senior level experience, understanding and market awareness of the hardware, software and consultancy services business far in advance of any generalist trainer. This means that we speak your language and we understand your issues from the perspective of technology sales professionals. Tra in ing Options

We can arrange training off-site or on-site depending on what suits your business best. Mobile phones are required to be switched off during the training and no laptops are allowed in the training room. Training is broken down into three five-hour sessions, which are delivered over three days.

Pre-Tra in ing Mee ting

Prior to training we meet with your management team to understand your company, your market circumstances and gather background information. This meeting normally takes two to three hours and will provide us with the information we need prior to the course starting. This can happen a day or a week before we start training with your team. S tra tegy - Tra in ing Day One

We discuss general sales and business development strategy with your team, facilitating a discussion that is designed to uncover key issues and define and impart information to improve on your general sales strategy and market position. Stra tegy - Tra in ing Day Two

Working with your team we will “dig into” your individual client sales processes from introduction to close of the sale, helping to define and address the sticking points that clog up your sales funnel and build solutions to get your funnel flowing faster. Tac tics - Tra in ing Day Three

By this point we have an in depth understanding of your strategy and your sales process; we work with the individuals in your team to help develop the tactics that can be applied in individual sales situations using your existing deals as case studies. As a result, your team will depart the training with actionable information and insight that can be applied to furthering your existing sales pipeline, increasing your win rate and freeing up stuck deals. Post Tra in ing Fol low Up

After the training, we will relay our insights and recommendations to your management team, providing a breakdown of the information gleaned from each of the three days. This will be accompanied by a brief management report detailing our recommendations.

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VEDA

"I would certainly recommend any business looking to establish itself in Asia to seriously consider working with Expand to facilitate quick and stable growth, especially those in the banking & finance and telecommunications technology sector.” CEO Cambodia

Sales S t rategy

• Understanding if your strategy is in line with your sales teams skill levels • Understanding if your general strategy is right for the market conditions • Team feedback on general strategy that you would never have received directly • Quick wins that improve your competitive advantage within days • Competitive bombs, twists and turns that can turn the table on your competitors • Development of innovative winning strategies for growing your market • Development of a working “smart” balanced strategy that doesn’t burn out reps and best

utilises your available resources

Sales Process

• A common language and level of understanding of sales cycle processes in your team • General understanding of the process required from opening to closing a sale • Qualification rules and processes to guide a customer along a sales process • Help getting out of the endless non expiring trials and demos to a client • How your processes can be modified to set the competition up to fail early • Getting your sales team to put you in pole position from the first sales call • Defining a consultative process focused on value creation for the client • Using value creation to get your customers to speed up the sales cycle

Sales Tact ics

• Developing better listening skills to quickly identify buying signals and qualify a deal • Using body language, NLP and white board presentation skills to communicate effectively • Negotiation tactics and skills that build value and increase revenues for your company • Developing a team selling behaviour that breeds success by sharing information • Presenting a compelling storey to get buy in and support for your company

Example of the issues we may solve during training with your sales team

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Ongoing Technology Sales Leadership Coaching Effective coaching programmes must link to the organisation's sales model and address individual sales manager coaching challenges. Programmes must be tailored to the sales manager, their team and the go-to-market strategy of the organisation which makes us ideally positioned to provide ongoing sales and leadership coaching to your team once we have delivered initial sales training.

Left to their own devices, sales managers may skew their coaching efforts toward the very best and the very worst reps on their team. They engage with poor reps because they feel they must in order to meet territory goals, and they work with their best reps because it’s normally more enjoyable. A study by the Sales Executive Council has shown that coaching the weakest and the strongest performers in the sales organisation just doesn’t pay off. You'd think that coaching the lowest performers would pay off because they have nowhere to go but up. However, that's often not true, particularly for the bottom 20%.

The real payoff from sales coaching lies among the middle 60% — your core performers that may not be meeting target but are delivering consistently. For this group, quality sales and leadership coaching can improve performance significantly. In fact, even moderate improvement in this group can result in a 10% percent increase in performance across your sales force, which is often the difference between achieving targets or not.

Here at Expand Asia, we do not position ourselves as all knowing “Gurus” that can tell you how to run your business, nor do we claim to have all the answers. What we do have is in depth experience of technology sales and a wealth of real world experience - we speak your language. Here are some of the benefits that ongoing sales coaching will deliver to your business:

We can help identify skills gaps and focus on ongoing learning to improve the skills that your team may be lacking in whilst helping you develop your strengths and start using them to gain competitive advantage.

We provide external impartial advice without being emotionally invested in political or personal issues. Coaching can normally help you focus on the most important issues and cut through the noise that’s clouding your thinking.

When we coach, we are interested only in your success. An external coach brings a fresh perspective on people and events in the organisation without being on the factory floor. This means that they can notice patterns and make connections that are not apparent to those on the inside of the organisation.

We can facilitate communication within your organisation. People sometimes feel more comfortable discussing sensitive information or personal concerns with an external coach than with their line manager.

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The Expand Asia Sales Training Process

Training impact studies confirm that the knowledge gained at a seminar or workshop significantly fades away within just a few days of finishing the course. This isn't at all surprising as people learn most when there is ‘transferability’ meaning they can apply the teaching immediately to real situations in their own lives, this is why Expand Asia never use classroom materials, PowerPoint or books in our sales training. We use simple discussion, facilitation, NLP, EFT and coaching combined with note taking to deliver each module of sales strategy, process & tactics. Our training sessions are dynamic meetings where information is imparted, insights are uncovered and solutions are defined by the sales team with the trainer acting as facilitator. As such, they focus on insight and work to find those sales ‘eureka’ moments of self-realization. When initially engaged by our clients, they will often explain that they need SPIN sales training, or Strategic Selling training or another type of sales training where a book has recently been consumed by a member of the management team. When a customer tells us that they need a specific training foundation, our answer is ‘why’? After questioning, it becomes clear that the customer doesn’t want a sales process enforced upon them; what they need is real world, workable solutions that match their exact real world business issues. That is where our process excels in its effectiveness. Our approach is simple and easily digested. We split each day into three sections, each lasting between 90 and 120 minutes. The first session of the day will consist of group discussion facilitated by the trainer using NLP and EFT techniques to hone in on the core business issues for the module. The aim during the first session is for the trainer to define the key issues that need to be addressed and then prioritise them based on their level of impact on the business. Everyone gets an opportunity to discuss the issues as they see them during this session. The outcome results in a list of key concerns that need to be addressed. For example, the first session may uncover that the “sales team has no sales leads”. The second session of the day sees the trainer to use coaching techniques to facilitate discussion around the potential solutions to each major issue. An emphasis is placed on refocusing the sales team to adopt a ‘solution’ thinking mentality rather than a ‘problem’ solving one. The trainer’s role during this session is to identify all of the actionable goals that must be achieved. For example, the sales problem of “no sales leads” now has an actionable goal of “generate X number of well-qualified leads for our products by X date”. The third session requires the trainer to use coaching techniques to help your team find the solutions to assist them in meeting the goals. When there is a skills gap, the trainer will impart the relevant information to help your team increase their skill set. The trainer will use their experience, real world examples, theory and knowledge of multiple sales methodologies to deliver the skills required to actually meet your sales objectives. In our example, the problem of “no leads” and the goal of “X number of qualified leads for our products by X date” may require the trainer to educate the team on active referral selling and elements of customer centric selling to generate more quality leads and referrals.

The business problem, the solution goal and the skills and understanding of how to achieve the goal now exist within the sales team. By focusing on existing business issues, your team walk away with highly relevant, real world, actionable solutions that can be implemented in your business instantly.

Quickly Implemented & Less Disruptive

Our approach of using group coaching with NLP / EFT is much more effective at modifying behaviour than straight sales training. When delivered in conjunction with education that targets skills gaps using a wide range of sales disciplines delivered as insights and case studies, the education becomes directly relevant to your existing circumstances and business issues. Because people learn most effectively by ‘doing’ your time to value and return on your training investment is faster because each delegate can quickly apply what they have learnt when they leave the class. Due to its relevance and effect on subconscious thought behavioural change occurs almost instantly. What’s more is that your sales team has effectively defined the changes required (with our help); they buy into the change process and help ensure its implementation and success.

As a result, implementing the required behaviour, process and leadership changes in the business is non-disruptive as it has been engineered with an in-depth understanding of your existing processes, resources and market situation.

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Our experience isn’t just academic; our team has real world experience working inside some of the world’s leading technology companies in sales leadership positions. This means that your trainer would have held the position of technology sales executive, Sales Manager, VP of sales, CEO and possibly Chairman of the Board for a number of technology companies.

Our trainers’ pedigree is invaluable as it helps sales teams better understand what is going on in the minds of the senior executives in your business, helping to build empathy and understanding in your business.

It also means that we have a wealth of real world experience and case studies to share with your team that can quickly help improve performance.

Let’s face it, when someone mentions sales training, the first reaction that most sales people have is for the eyes to roll and for them to question exactly why they are spending time in a classroom and not in the field with customers. Of course, it is an industry understanding that 80% of revenue is generated by 20% of the reps and so the benefits of sales training are proven. However why make training formal, prescriptive and potentially boring when the most effective education is always engaging, fun and of course highly relevant. Cast your mind back to your school days; which teacher was the most effective? Was it the one imparting the most information or the one that focused on helping you succeed?

Real World Experience Relaxed and Fun Atmosphere Huawei Networks The sales coaching we have received from Expand Asia and their team has led to us gleaning a new level of understanding of our customers and what makes them buy. When I was told an outside agency would be delivering sales coaching to our team, I was highly sceptical; now I am a complete convert. The way he delivers training with insight, real world experience and funny stories makes the training enjoyable and highly engaging. Sales Director Middle East

Contacting Us

Expand South East Asia Building 26, Street 302 Phnom Penh, BKK1 District, Kingdom of Cambodia Tel + 855 776 493 25 Email: info@expand-asia.com

Expand Asia Hong Kong Rooms 1402-1403, 14/F, Kowloon Building, 555 Nathan Road, Mongkok, Kowloon, Hong Kong Tel: +852 8191 6986 Email: info@expand-asia.com

Expand Asia Australia Building 12 Harnett Lane Bowral P.O Box 2011 Bowral NSW Australia 2576 Tel: + 61 2 8005 6962 Email: info@expand-asia.com