Learning & Development Curriculum

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Perpetos’ Curriculum

Our modular approach enables to customize content to each customer specific situation at minimal costs. The impact is guaranteed because the content and delivery formulas have already proven their usefulness.

Sales execution

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People & Organization

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How to support sales

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Customer Centricity

Buying Cycle Principles
Selling to a complex Buying Center
Dealing with different personalities

Sales Effectiveness

Digital enabled prospecting
Effective selling skills
Effective demo skills
Activity Management
Opportunity management
Pipeline management
Selling as a team

Capturing the Value

Aligning messaging to Buying Readiness
Selling to Executives
Value Selling
Value (co-)creation

Closing & Negotiation

Influencing buying criteria
Influencing tenders (RF’s)
Complex negotiation skills
Closing skills

Account Development

Key Account Development
Customer portfolio management
Account development skills

Channel Development

Partner portfolio management
Building long term sustainable partner relations
Partner business plan co-development

Leading world class sales

Build & refresh good practices of sales steering and coaching dialogues

Organizing for success

Building a performance culture

Increasing team effectiveness

Manage performance & reward

Sales & marketing messaging

Building a winning value proposition

Build compelling value propositions with impact

Segmentation & solution design

Create a GTM strategy based on the right segmentation and solution design

Capture market & customer insights

Collect, report and analyze better market and customer insights

Building Value sales tools

Develop a “how to sell this solution” toolkit for sales

Contextual interviewing skills

Steer richer conversations, and gain deeper insights thru active listening

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Train, transfer and sustain the commercial skills

Learning & development approach

Role plays

You will get up-to-speed with the methodologies and concepts through exercises and practice. Role plays based on real life business cases will allow you to practice in a safe but realistic setting.

Experience sharing

Break-out assignments stimulate interactivity and knowledge sharing between participants. Training sessions are followed by implementation assignments. Nothing ‘on top of’, but really integrated in your daily work, resulting in an optimal transfer to the job.

Commercial capability platform

After your classroom training, you receive online learning nuggets that will help you reinforce and anchor the learnings. Some modules are also topped by Qstream, well-known for its long-term retention results.

Check our Open Trainings

Reinforce knowledge to implement lasting impact

The impact of spaced learning

Here are a few interesting facts about spaced and on-the-job learning:

Repetition supports learning
Spaced repetition is more effective than non-spaced repetition
Spaced repetition drives adoption
Spacing helps minimize forgetting
Wider spacing is generally more effective than narrower spacing
Real learning doesn’t usually occur in one-time events

We forget 85% of what we learn in classroom training within 2 weeks.
The solution to help overcome the forgetting curve, is to combine spaced learning with on-the-job learning and coaching.

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