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2-Day Sales Success Orchestrator ™
Sales Symphony’s Sales Success OrchestratorTM is a proven methodology of 25 years that have driven deal sizes from $1mil, $10mil to over $100mil. It is a comprehensive, holistic and systematic approach for entrepreneurs, start-ups and sales professionals to hone their sales skills through the 4S approach.
The 4S methodology (Strategy, Self, System and Service) renders business leaders and professionals astrategic mindset in approaching their business. Applying key business tools like the Business Model Canvas and 7Ps of marketing ensure that businesses cover all aspects of their business plan. Business Strategies should be mooted with a dynamic strategic midterm to long term plan and partnership with customers as well as eco-partners.
Following suit after a sound strategy, execution will be paramount to success. Managing oneself with good time management and personal branding will allow one to serve with efficiency, guided by principles and value system.
Process systems are also critical to ensure that fronting the client with organized professional and impressive presentation materials and delivery skills will ensure that sales objectives are met. For key customers, a system to manage complex accounts will enable the organization to serve them better as well as develop the account dynamically and holistically.
Lastly, the methodology covers the full spectrum of sales engagement from hunting for and uncovering new leads to closing the deal and post customer service. Skills sets of communication, phone etiquette, cold calling, questioning techniques aptly used during networking enables the building of rapid rapport and anchor the relationship and communication channel to progress to closing the deal. Finally, with excellent customer service and management, customer’s continuous support provides a sustainable business ecosystem of success.
Based on the required skills identified, extracts of the Sales Success OrchestratorTM framework will be used for the coaching sessions.
The 4S methodology (Strategy, Self, System and Service) renders business leaders and professionals astrategic mindset in approaching their business. Applying key business tools like the Business Model Canvas and 7Ps of marketing ensure that businesses cover all aspects of their business plan. Business Strategies should be mooted with a dynamic strategic midterm to long term plan and partnership with customers as well as eco-partners.
Following suit after a sound strategy, execution will be paramount to success. Managing oneself with good time management and personal branding will allow one to serve with efficiency, guided by principles and value system.
Process systems are also critical to ensure that fronting the client with organized professional and impressive presentation materials and delivery skills will ensure that sales objectives are met. For key customers, a system to manage complex accounts will enable the organization to serve them better as well as develop the account dynamically and holistically.
Lastly, the methodology covers the full spectrum of sales engagement from hunting for and uncovering new leads to closing the deal and post customer service. Skills sets of communication, phone etiquette, cold calling, questioning techniques aptly used during networking enables the building of rapid rapport and anchor the relationship and communication channel to progress to closing the deal. Finally, with excellent customer service and management, customer’s continuous support provides a sustainable business ecosystem of success.
Based on the required skills identified, extracts of the Sales Success OrchestratorTM framework will be used for the coaching sessions.
Outline
Learning Outcomes for entrepreneurs, sales leaders and professionals are as follows :
Strategy
• Strategic Business and Marketing Plan :
• Formulate and foster key eco-system partnerships for industry wins together
• Understand the major lead generation tools commonly used
• Craft a multi-facet holistic business and marketing strategy mapped with accountable actions and
outcome against time, targets and results for success
Self
• Personal Branding : Build a distinctive personal branding and trademark of excellence, integrity
and professionalism
• Time Optimisation : Productive time management to set right sales priorities, state of body and
mind for optimal sales efficiency
System
• Presentation Skills : Deliver impactful and impressive corporate presentation with confidence,
eloquence and clarity, with multi-media, timing and content structure
• Complex Account Management : Penetrate and manage a desired large account with multiprong
approach and groom it into a long term revenue house
Service
• Communication : Communicate effectively with target audience and articulate clearly unique
value proposition, evoke the desired response and outcome with amicable approach, even during
conflicts, to bring about cordial working and business relationships
• Networking : Able to identify the right target to network with purpose, focus, strategy, authenticity
and effectiveness to attract, befriend, establish strong connection and relationship
• Rapport-building : Build quick and deep rapport to be remembered with effective follow up with
contacts established for relationship building to advance business process or customer service
excellence
• Phone Etiquette : Speak with courtesy, confidence and conviction to leave a lasting impression and
derive the objectives of each tele-conversation for success, ranging from lead generation through
cold-calling, information gathering and positive customer influence
• Questioning Techniques : Extract critical information through strategic questioning for
competitive information, key decisions, pain points and details to structure for strategic win
• Customer Service : Serve customers, both internal and external, in a natural, professional and
differentiated manner to leave a lasting impression
• CRM : Foster trusting and lasting customer relationship management for recursive sales
Copyright
Strategy
• Strategic Business and Marketing Plan :
• Formulate and foster key eco-system partnerships for industry wins together
• Understand the major lead generation tools commonly used
• Craft a multi-facet holistic business and marketing strategy mapped with accountable actions and
outcome against time, targets and results for success
Self
• Personal Branding : Build a distinctive personal branding and trademark of excellence, integrity
and professionalism
• Time Optimisation : Productive time management to set right sales priorities, state of body and
mind for optimal sales efficiency
System
• Presentation Skills : Deliver impactful and impressive corporate presentation with confidence,
eloquence and clarity, with multi-media, timing and content structure
• Complex Account Management : Penetrate and manage a desired large account with multiprong
approach and groom it into a long term revenue house
Service
• Communication : Communicate effectively with target audience and articulate clearly unique
value proposition, evoke the desired response and outcome with amicable approach, even during
conflicts, to bring about cordial working and business relationships
• Networking : Able to identify the right target to network with purpose, focus, strategy, authenticity
and effectiveness to attract, befriend, establish strong connection and relationship
• Rapport-building : Build quick and deep rapport to be remembered with effective follow up with
contacts established for relationship building to advance business process or customer service
excellence
• Phone Etiquette : Speak with courtesy, confidence and conviction to leave a lasting impression and
derive the objectives of each tele-conversation for success, ranging from lead generation through
cold-calling, information gathering and positive customer influence
• Questioning Techniques : Extract critical information through strategic questioning for
competitive information, key decisions, pain points and details to structure for strategic win
• Customer Service : Serve customers, both internal and external, in a natural, professional and
differentiated manner to leave a lasting impression
• CRM : Foster trusting and lasting customer relationship management for recursive sales
Copyright
Profile of Christina Tan
Christina Tan has been a sales professional for more than 25 years, with 10 years of sales management experience. She has diverse exposure as Sales and Business Development Director, Product Manager and Consultant spanning across world class multi-national companies, local multi-nationals, SMEs and government trade agencies.
Applying a successful proven methodology, Christina acquired close to 100 clients including Fortune 500 clients, government agencies and local large and medium enterprises. These customers include real estate, healthcare, home team, education, telecommunication and manufacturing sectors. She had contributed in contracts of over $100m and sustainable pipeline of multi-million-dollar for key accounts 3 years ahead. She created legacy deals for pioneering world class technologies, breaking into green field markets from scratch to million-dollar markets. In her consulting role with Singapore trade agencies, she had assisted SMEs in business, productivity and quality improvement national programme committees and winning Star Awards.
In her management role, Christina has systematically trained sales teams to drive sales results through coaching and mentoring. Her transferable skill sets such as networking, authentic customer and partner relationship building, strategic thinking, customer service excellence, positive mindset and personal branding are applicable to all sectors at various stages of professional growth. Her passion and commitment to sales success motivated her to start Sales Symphony to train and coach aspiring start-ups, entrepreneurs and sales professionals to succeed in their business.
She graduated with Bachelor of Engineering in Electrical and Electronics (2nd Class Honours) from Nanyang Technological University and was awarded Graduate Diploma in Marketing (Silver Medal Award) from the Marketing Institute of Singapore as the top student. She was also top achiever in Integrated Productivity Improvement KAIZEN Course organized by Asian Productivity Organisation conducted in Japan.
Companies that she had worked in included SMEs, MTI Agencies now Enterprise Singapore, MNCs and large GLCs. Her vast exposure provides good understanding of various business contexts to contribute to organisation sales force and sales individuals, with key sectors.
To date, she has trained and coached hundreds of entrepreneurs, sales leaders and professionals, ranging from financial services industries, IT, direct sales, education, manufacturing and others to achieve increased sales results.
