Value Proposition

2. Value Proposition • Celemi Sales Endeavour™ enables sales professionals, and their organizations, to learn and apply a repeatable process for developing and executing a successful sales campaign, resulting in: • Increased sales success • Higher close rates • Faster cycle times • Greater management insight into the organization’s sales pipeline

3. The purpose • To assist your sales force in winning important, challenging business • To support organizational efforts to develop outstanding sales people • To support participants in reaching their sales and professional development goals

4. The seminar • A 2-day program for 9-25 participants • Participants work in teams of 3-5, competing for the best result • A certified facilitator guides the participants through the seminar • A highly interactive seminar built on Celemi’s proven and successful methodology • Blends theory, case study and application on a live deal

5. The seminar • Emphasizes Opportunity Management • For groups with less advanced sales skills, optional sales skills training exercises can be included • Teams work on a case study characterized by: • strong competition • shifting buying criteria • political agendas • internal customer uncertainty • evolving customer expectations • Based on the learning from the case study, participants develop an actual plan to win one of their own existing sales opportunities

6. Who benefits? • Any organization with a selling environment characterized by: • Multiple decision makers and influencers • Value-oriented selling • Solution selling • And those in need of • A structured approach for sales pursuits • A standardized sales process and common language • Alignment in sales collateral, messaging, and product campaigns • Collaboration between the sales force and support functions

7. The seminar flow – the sales process in four steps • The seminar includes four steps of the sales process: • Fit • Relationships • Advantage • Impact • Each step includes: • Introduction by the facilitator • Team-based work on the case study • Debrief and announcement of teams’ results • Application on your live deal

8. Step 1: Fit • Is this an opportunity we should pursue? • Study the first part of the case • Discuss the case in your team, and score: • Customer profile • Apparent need • Budget • Risks • Rewards • Competition • Develop an action plan • Get the results • Apply the knowledge on your live deal

9. Step 2 - Relationships • How will we get to the right people? • Study the second part of the case • Analyze relationships, decide on and carry out sales calls • Discuss your findings in the team, and score: • Evaluation process • Evaluation team support • Extended and executive support • Political advantage • Buying signs • Competition • Develop an action plan • Get the results • Apply the knowledge on your live deal ”It is important that all of the technical vendors understand where we are going strategically so they can propose the best possible solution.”

10. Step 3 - Advantage • How will we create a competitive advantage? • Complete a competitive analysis • Determine your competitive strategy and identify your weaknesses • Score: • Identity • Solution • Track record • Resources • Extended ability • Competition • Develop an action plan • Get the results • Apply the knowledge on your live deal

11. Step 4 - Impact • Develop your key message • Brainstorm key elements of your message • Score: • Importance • Urgency • Contribution • Impact • Ability to deliver • Competition • Develop an action plan • Get the results • Apply the knowledge on your live deal

12. Optional exercises • The program is highly flexible, and includes optional exercises for additional competency building in the areas of: • Questioning skills • Determining influence (leverage detection) • Value presentation (delivering impactful messages) • Closing skills

13. Sales planning tool • The program equips each participant with an electronic sales planning tool for use on future sales opportunities.

14. Compendium • Each participant receives an extensive compendium with all relevant information from the seminar

15. Program Benefits • Highly interactive experience • Installs a common language and sales methodology for opportunity pursuits • Builds selling competencies • Enables sales management to coach their sales teams on existing sales opportunities via the electronic sales planning tool and common approach

16. Winning Sales Navigation • Participants build a sales plan that includes • Opportunity assessment • Relationship building • Competitive strategy • Key message

17. The guiding principles “You cannot simply absorb other people’s knowledge… …you must create your own.”

18. What clients say… 85% estimate that it would have taken weeks or longer to learn what they learnt in the seminar if traditional teaching had been the method used 93% judge the Celemi simulations very good or outstanding 99% regard the Celemi materials to be of high or very high quality 99.3% recommend the seminar to others Source: Gallup Malmö, Sweden Get ready to win your sales!