Sales Effectiveness

MDS has a wide range of solutions for developing sales professionals in a B2B setting. These are arranged into 3 levels of complexity: Soft Skills, Smart Skills and Strategic Skills. All the programmes shown below are independent – which means the materials (and skills taught) in any programme are not duplicated or repeated in another.

 

These programmes are tailored to the client’s exact need. So the standard 2 day negotiating skills programme has been expanded by some clients into a 3 or 4 day programme – depending on the complexity of the sales setting. And case studies, role plays and exercises (at the heart of all these programmes) are always specifically written for each client.

 

Many of the programmes are built around an assessment instrument. This really does raise the level of learning and makes application of new skills easier and faster.

 

 

 

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    • Soft Skills
    • Smart Skills
    • Strategic Skills
    • Sales Articles
  • Soft Skills

    The 3 programmes in Soft Skills are:

    • Consultative Selling
    • Persuasive Sales Presentations
    • Winning Sales Negotiations

     

    These are foundational programmes for anyone in B2B selling. Most clients start with these programmes to establish key skills, define the company’s USP and sales strategy for all sales professionals.

     

  • Smart Skills

    The 3 programmes in Smart Skills are:

    • Driving Sales Excellence
    • Creating the Ideal Sales Profile
    • The Psychology of Selling

     

    These are foundational programmes for anyone in B2B selling. Most clients start with these programmes to establish key skills, define the company’s USP and sales strategy for all sales professionals.

     

  • Strategic Skills

    The 3 programmes in Strategic Skills are the Miller Heiman licensed programmes (provided by Miller Heiman Group). These are:

    • Strategic Selling®
    • Conceptual Selling®
    • Large Account Management Process™ (LAMP®)

     

    Miller Heiman programmes have set the gold standard in B2B sales methodology for over 30 years. The methodology is simple – compiling all the information you need to know about your client and the sales opportunity on a single sheet of paper (the famous Blue Sheet, Green Sheet and Gold Sheet.) The programmes give your sales professionals a common language which enables you to greatly increase the performance of your sales teams.


    These Miller Heiman programmes have been translated into 20 languages (including Chinese and Japanese). There are more than 1 million alumni worldwide. Successful completion of a programme gives you access to the impressive data produced by the Miller Heiman Research Institute.

     

  • Sales Articles
    • Striking the Balance: Short-term Execution vs. Long-term Investment
    • Why Do Sales Organizations Accept Untrusted Funnels?