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TRANSCRIPT
Introduction 3
The Faculty 4
Academy Timetable 6
The Program 7
Registration & Fees 10
Summary 11
Sponsored by
2Top Sales Academy 2013 - 2014
Contents
Here is what we know…
Around 50% of all frontline salesprofessionals missed quota in 2012 - infact, it has been the same story for the pastfive years.
The standard and quality of sales skills hasnever been so poor – and are continuing todecline alarmingly. Why?
We believe that one of the reasons – if notthe main reason - is that, when the financialmeltdown began more than five years ago,most companies cut back on investment inhuman capital, and have yet to re-opentheir wallets...
This should not come as a surprise…Current stock market thinking provides apowerful disincentive for firms to re-investin their people on an ongoing basis,because any such spend in ongoingtraining and other forms of education, is notseparable from general expenditure - ittherefore appears as a cost on thecorporate balance sheet.
So, what’s the answer?
Sales managers and sales professionalsbasically have two choices: They can wait
around for the economy to pick up - andhope that their company will re-commencetheir education - or they can take mattersinto their own hands and work with themantra “If it’s to be, then it’s up to me”.
Here at Top Sales World, we are not goingto wait around, but rather we havedesigned the most comprehensive onlinesales program ever created, to be deliveredby some of the most successful salesgurus on the planet.
The Top Sales Academy launches in April2013, and consists of four levels:
� Sales Management/Leadership� Internal Sales� External Sales� Consultative Sales
Come and meet the Faculty …
Introduction
3Top Sales Academy 2013 - 2014
4Top Sales Academy 2013 - 2014
Joanne Black Best Selling Author & Founder ofNo More Cold Calling. www.nomorecoldcalling.com
Jim CathcartBest Selling Author & Founder ofthe Cathcart Institute.http://cathcart.com
Jonathan FarringtonManaging Partner at JonathanFarrington & Associates and CEOof Top Sales World. www.jonathanfarrington.com
Nancy BleekeAuthor, President and Chief SalesOfficer SalesProInsider, Inc.www.salesproinsider.com
Craig EliasCreator of Trigger Event Selling™ http://shiftselling.com
Dr Tony Alessandra Best Selling Author & Co-FounderPlatinum Rule Group, LLC.www.platinumrule.com
Trish Bertuzzi President & Chief Strategist The Bridge Group.www.bridgegroupinc.com
Anthony Iannarino President and Chief Sales officerfor SOLUTIONS Staffing. http://thesalesblog.com
The 2013 - 2014 Academy Faculty
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Jill KonrathBest selling author and salesstrategist. www.jillkonrath.com
Kendra LeeAuthor & President of KLA Group. www.klagroup.com
Christian MaurerUltimate Sales Executive Resourcehttps://sites.google.com/site/ultimatesalesexecresource/
Nancy NardinFounder & President of SmartSelling Tools. www.smartsellingtools.com
Linda RichardsonBest Selling Author & Founder/Chairman of Richardson. www.richardson.com
Steven RosenCEO, Author, Coach, SpeakerStar Resultswww.starresults.com
Tibor ShantoAuthor & Principal of Renbor SalesSolutions Inc. www.sellbetter.ca
Ken Thoreson Best Selling Author & President ofAcumen Management Group. www.acumenmgmt.com
Dave KurlanBest Selling Author & CEO ofObjective Management Group. www.kurlanassociates.com
Jonathan LondonAuthor & President of the ImprovedPerformance Group. www.ipgtraining.com
Dan McDadeAuthor & President of PointClear. www.pointclear.com
Michael NickFounder ROI4Sales, Inc. and ROISelling program. www.roi4sales.com
Lori RichardsonAuthor & Founder of Score MoreSales. http://scoremoresales.com
Tamara Schenk Leading Expert on SalesEnablement. http://blog.tamaraschenk.com
Colleen Stanley President of SalesLeadership, Inc.www.salesleadershipdevelopment.com
Wendy WeissAuthor & The World’s Leading ColdCalling Expert.www.wendyweiss.com
Sales Management Level� April 9th – Sales Management
curriculum announced and registration open.
� May 1st - Free preview session. Booknow
� May 7th – June 6th – SalesManagement category weeklysessions.
Internal Sales Level� May 20th – Internal Sales curriculum
announced and registration open.� June 18th/25th - Free preview
sessions.� July 10th - August 1st – Internal Sales
category weekly sessions.
External Sales Level� July 22nd - External Sales curriculum
announced and registration open.� August 7th/14th - Free preview
sessions.� August 27th - September 26th -
External Sales category weeklysessions.
Consultative Sales Level� September 23rd – Consultative Sales
curriculum announced and registrationopen.
� October 16th/23rd - Free previewsessions.
� November 5th – December 12th -Consultative Sales category weeklysessions.
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The Timetable 2013 - 2014
Top Sales Academy 2013 - 2014
March 26th – Academy officially launches
Top Sales Academy is an all-encompassing program divided into fourlevels. Our intention is to meet the needs ofevery frontline sales professional currentlyoperating within the sales space.
Each level consists of ten modules, whichwe will deliver live, online, in digestiblechunks of 45 minutes each week.
We will also provide full course notes(recordings of all sessions will be madeavailable to delegates who miss any ofthem).
Here is a brief overview of each level. Thefull curriculums will be posted on Top SalesWorld as and when they launch – pleasesee the timetable on page 6.
Level One – Sales Management
At least 80% of sales managers fail withineighteen months of being promoted(Source: Chally). Making that transition,from self-supporting super sales star to“executive shepherd”, is daunting. Weunderstand exactly how the sales leader’srole has evolved and continues to change.We have identified ten key areas that arecritical for success and we are able toprovide a detailed route-map to ensure thatsuccess will be achieved.
� Members of our Faculty delivering thisprogram: Jonathan Farrington, AnthonyIannarino, Dave Kurlan, Dan McDade,Nancy Nardin, Linda Richardson, StevenRosen, Tamara Schenk, Colleen Stanleyand Ken Thoreson.
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The Program
Level Two – Internal Sales
For years, an inside sales position has beenconsidered as the bottom rung on the salesladder… Their immediate ambition to gainpromotion to an outside sales job, with a carand an expense account - an obvious sign,to their family and friends, that they were"making it" in sales . Not anymore! Today'sbreed of inside sales professional is bright,qualified and well rewarded. Inside sales isnow a career - not a mere stepping stone.Their commercial bandwidth is much widerand their skill-sets are, at the very least, theequivalent of their "outdoor" colleagues.Our Internal Sales Program delivers the tenmost important essential skills, which arespecifically relevant to internal salesprofessionals.
� Members of our Faculty delivering thisprogram: Trish Bertuzzi, Craig Elias,Jonathan Farrington, Jill Konrath, KendraLee, Linda Richardson, Lori Richardson,Tibor Shanto and Wendy Weiss.
Level Three – External Sales
We have witnessed a considerable migrationfrom external to internal selling, which hasbeen driven by economic factors andgreater use of online tools and facilities. Butthe status and value of the external salesprofessional remains significant - particularlyin those circumstances where face to faceselling is a differentiator. However, in order tosucceed, salespeople in this role must blenda higher portfolio of knowledge with evenstronger dialogue skills, if they want tobecome a true thought partner with theircustomer, build long-term relationships and,as a consequence, close more deals. OurExternal Sales Program provides delegateswith all the skills necessary to thrive in thisnew environment - not merely survive.
� Members of our Faculty delivering thisprogram: Craig Elias, JonathanFarrington, Michael Griego, Jill Konrath,Kendra Lee, Michael Nick and TiborShanto.
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Level Four – Consultative Sales
What sets truly consultative salesprofessionals apart from the rest? To beginwith, they are able to first identify and thencapitalize upon the political componentwithin the buying process. They develop andsustain strong commercial relationships, atall levels, within their accounts. Salespeopleat this level rarely, if ever, lose an order thatthey really want - because they are always incontrol of the sales cycle. Consultative salesprofessionals have high levels of strategicawareness and they can communicatecomfortably with board level players. Theyalso have what we term “competitive
courage” - they know that, in order toachieve consistent levels of success intoday’s environment, it is necessary to beable to pro-actively target competitors andtheir client base.
The Consultative Sales Program issuitable for sales professionals operatingin the “multi-level and complex” salesarena.
� Members of our Faculty delivering thisprogram: Dr. Tony Alessandra, JoanneBlack, Nancy Bleeke, Jim Cathcart,Jonathan Farrington, Jill Konrath,Jonathan London, Christian Maurer,Linda Richardson and Tamara Schenk.
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Your next action? Please check the timetable on Page 6 and then book your place.
The Faculty has decided that this is ouropportunity to give something back to thesales community, and as a consequencethis is not a profit making initiative. As agroup, we are totally committed tocontinually raising the bar in terms of salesexcellence – which has always been thedriving motivation for Top Sales World.
As a consequence, the fees for each level isjust $99, which will go towards the cost ofstaging the program – i.e. pay the costs ofengineers, site designers and the programmanagers.
So that is just $99 for ten modules ofcoaching from the world’s leading salesexperts.
We also offer a full money backguarantee if you are not totally delightedwith the program.
The main registration page will be situatedover on Top Sales World, and you will finddirections from the home page.
You will be able to sign-up from thefollowing dates:
� Sales Management Level - From April8th
� Internal Sales Level - From May 27th � External Sales Level - From July 22nd � Consultative Sales Level - From
September 23rd
Please also remember that we arepresenting two preview sessions for eachlevel, which are free to attend. You will findthe dates of these on page 4.
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Registration & Fees
Top Sales Academy 2013 - 2014
If you have any queries, or would like any additional information, please email [email protected]
Top Sales Academy offers you a full rangeof sales and sales leadership training.
It is all here. It gives you the power to takecontrol of your career growth and developthe skills and strategies critical for successin your role in today’s rapidly changingsales environment.
Top Sale Academy brings to you with asimple click access to a roster ofinternational sales experts across salesdisciplines as your coach and mentor. This
global sales performance resource isdesigned to fill the developmental gap thatexists for sales professionals world widebut who are committed to salesexcellence.
The curriculum is specific to your role andcovers four areas:
� Sales Management� Internal Sales� External Sales� Consultative Sales
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Summary
Top Sales Academy 2013 - 2014
Each curriculum is made up of ten 45minute courses, for example for salesmanagers Leadership, Sales Coaching,Recruitment/Interviewing, Maximizing SalesTools, and Emotional Intelligence. And forsalespeople Gaining the Appointment, CallPlanning, Configuring Winning Solutions,Resolving Objections, Selling with Insight,Closing Sales. There are an additional 30courses, all with the potential to positivelyimpact your career. Each series of 10courses comprises a full and integratedcurriculum and includes tools to embed thelearning into your daily work.
Each program will be delivered online over10 consecutive weeks. Upon completion,you will have the option to be tested withprivate feedback and receive certification.
“Top Sales Academy brings the best of thetraining and development community toyou. In conceiving the Top Sales Academymy vision was to build a single affordablesales training resource for salesprofessionals around the world with thepotential to change their careers, improvetheir ability to hit quota, and most of allmake the fulfillment of a career in salestheirs. Rather than having to wait for theircompanies to make them successful, Iwanted to put that control literally in eachsales professional’s hands.”
Jonathan Farrington
Top Sales Academy launches on May 7thwith the Sale Management Program, andthere will be free preview sessions on April24th and May 1st. We hope you join us.
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A very special thank you to ourTop Sales Sponsors for their continuing
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