MH Business School:
Maximize Sales
MH Business School: Maximize Sales
In today’s competitive market, achieving sales excellence is crucial for business success. This program is meticulously designed to offer a detailed methodology that spans the entire sales process, from initiation to successful conclusion. It incorporates cutting-edge tools, including artificial intelligence (AI), to boost both performance and profitability.
The sales training component of this program concentrates on fostering a strategic and holistic approach, encompassing the full sales cycle—from prospecting through negotiation and closing. It incorporates advanced techniques to handle the comprehensive value of deals, manage objections effectively, forge trust-based relationships, and conduct meaningful conversations with executive-level clients.
Conversely, the pre-sales training is crafted to ensure that pre-sales teams not only possess essential technical skills but also develop robust mental preparedness and adeptness at executing compelling sales demonstrations. This involves crafting and delivering impactful demos, adeptly managing objections in real-time, and employing non-verbal cues to enhance confidence and charisma.
Both programs extensively utilize AI to elevate performance and profitability, offering strategies to seamlessly integrate this technology at every phase of the sales cycle. By adopting a comprehensive approach, the program not only sharpens sales and pre-sales competencies but also fosters productivity and drives technological innovation within the commercial sphere.
Sales Academy
The program is structured around five fundamental pillars:
- Process Excellence (Buyers Behaviours Sales Methodology) – (9 hours online – 3 days/3 hours)
- Provides an overview of the buyer-oriented sales methodology, covering the phases of the opportunity and checkpoints.
- It focuses on business scoring criteria and best practices in deal execution, integrating AI-driven processes.
- Excellence in Conversation (Executive Value Conversations) – (9 hours online – 3 days/3 hours)
- Provides specific content for effective conversations with executives.
- It includes detailed guidance for creating high-level customer value interactions and integration with AI-based research tools.
- Execution Excellence (Sales Impact) – (9 hours online – 3 days/3 hours)
- It promotes a cloud-focused mindset and customer value, fostering skills such as the “Challenger Mindset” and change management.
- Emphasizes the importance of connection and interpersonal communication in building customer relationships.
- Sales Closer Excellence – (9 hours online – 3 days/3 hours)
- Addresses the fundamentals of a successful salesperson, from mindset and influence to advanced negotiation techniques and customer follow-up.
- It also focuses on strategies for leading effective conversations and managing objections persuasively.
- Value Management Academy – (6 hours online – 2 days/3hours)
- Focuses on optimizing and strategically managing value across all customer interactions.
- Emphasizes the application of advanced analytics and data-driven decision making to maximize the impact on sales and customer retention.
- Incorporates methodologies to align value propositions with customer expectations and needs, ensuring superior value management.
Additionally, the program underscores the role of AI as a strategic accelerator, equipping participants with tactics to maximize its effectiveness and versatility in producing content across various formats. This expansive strategy aims not merely to enhance sales competencies but also to increase productivity and profitability by leveraging technological advancements.
"Never lower the price. Add value."
Presales Academy
Presales: Contributing to Customer Success (12 hours online - 4 days/3hours)
The program is structured into four key components:
- Mentality
- It explores the universal logic of sales and the current business context.
- It focuses on the value conversation, the law of trust and the development of an AI-oriented mindset (AI-MINDSET).
- Understanding the Customer
- Addresses preliminary prospecting and interview preparation.
- Includes techniques for objection management and strategies for gaining a definitive competitive advantage through “The 3 Closing Interview Questions.”
- Prepare the Demo
- It provides guidelines for the design of a perfect structure for demonstrations.
- It focuses on the creation of effective scenes and sub-scenes, the CSB -Context-System-Benefit- technique, and the importance of an impactful opening and closing.
- Run the Demo
- It highlights the three keys to nonverbal communication and the development of charisma and confidence in action.
- It includes strategies for handling objections in real time and generating a positive impact in online presentations.
Additionally, the program emphasizes the role of AI as a competitive accelerator, offering strategies to maximize its performance and applicability in the creation of content in multiple formats. This comprehensive approach not only seeks to improve sales skills, but also to boost productivity and profitability through technological innovation.
“The people who are crazy enough to think they can change the world are the ones who do.”
Steve Jobs
Artificial Intelligence Academy
AI: Performance and Profitability (12 hours online - 4 days/3hours)
Mindset: This program explores the fundamental logic of artificial intelligence and its application in today’s context. It focuses on developing an AI-oriented mindset (AI-MINDSET), diluting any technological barriers and pointing out its potential to transform life and work.
Understanding AI: Addresses the fundamentals and capabilities of AI, helping to understand its limitations and apply it effectively in practical scenarios. Teaches how AI can improve day-to-day productivity and efficiency.
Applying AI: Provides guidelines for the effective use of AI tools and applications. Focuses on integrating AI into everyday tasks, handling text, images, audio and video to maximize performance.
Advanced AI Strategies: Highlights best practices to turn participants into experts in AI applications such as ChatGPT and other advanced tools. Develops skills to apply AI strategically, achieving extraordinary results in your field.
AI Continuous Learning: Promotes a culture of innovation and AI knowledge sharing. Encourages technology-driven creativity and turns AI into a tangible asset in daily operations.
The Role of AI as a Competitive Accelerator: Offers strategies to maximize the performance of AI and its applicability in the creation of content in multiple formats. This comprehensive approach not only seeks to improve participants’ skills, but also to boost productivity and profitability through technological innovation.
This course is designed to redefine potential and transform daily focus, taking personal and professional performance to new levels of excellence.
“Artificial intelligence is probably the most important thing humanity has ever worked on. I think it's more profound than, I don't know, electricity or fire.”
Sundar Pichai
