8. About Algario Algario is a Learning Development organization focused on: Providing a blended formula of eLearning and Personal coaching that ensures measurable results Enhancing Sales results without disrupting the current Sales processes or distracting sales people from their daily jobs/routines Providing a real-time view on the ongoing effectiveness of the development investment Building a framework for sustained improvement
17. The PowerLearn™ Difference 1 Delivered anywhere… anytime 2 Divided into digestible pieces that form the building blocks for continuous learning and skill development 3 Time efficient – just 1.5-2 hours per week on average 4 Adapts to the needs of each individual and self-customizes throughout the development cycle 5 Delivers quantitative results that are unique to Sales Development… reinforcing the value and approach to both Sales Professionals and the entire organization A Blended Learning Model – combining time effective online tools and personal interactive techniques
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19. Effectiveness – improving results at every stage of the Sales processEnhance and add value to a Sales process that already exists 11
20. 12 … and focus on Sales Execution Concentrating on: how to improve the sales process vs. what the sales process is delivering incremental improvements at every step Aggregate impact with Algario Current Sales success The Algario difference CUSTOMERS › STEP 1 Prospect STEP 2 Qualify STEP 3 Identify need STEP 4 Propose STEP 5 Justify STEP 6 Close STEP 7 Deliver STEP 8 Support Utilizing your current sales process and value propositions
21. Enhancing the Sales Process The Question Based Selling Sales Forum is a systematic progression that naturally flows from creating curiosity with customers and prospects, leading to building credibility, expanding relationships, gaining client commitment Curiosity Question Based Selling Sales Forum What if…? Expand relationships Credibility Needs development Qualify Present solutions Commitment Curiosity is the genesis of every sale… and credibility cannot be claimed – it has to be earned!
34. The Learning Program M10 - Closing More Sales Faster M9 - Leading a Question-Based Sales Presentation Aggregate impact with PowerLearn M8 - Turning ‘Cold Calls’ into ‘Luke Warm’ Calls M7 - Double Your Benefits to Double your Value Proposition M6 - Differentiating your Value Proposition M5 - Escalate Your Needs Development Conversations M4 - Building Credibility and Relationships M3 - Leveraging Curiosity in the Sales Process M2 - Strategy to encourage Customers to “Want to Engage” Current Sales success M1 - What is Question Based Selling The Algario difference Intro (Optional) Program and Corporate Positioning CUSTOMERS › STEP 1 Prospect STEP 2 Qualify STEP 3 Identify need STEP 4 Propose STEP 5 Justify STEP 6 Close STEP 7 Deliver STEP 8 Support Layered skills that are applicable throughout the sales and service process
35. Algario PowerLearn™ Implementation 9 Engage Managers Managers are coached on the processes for a successful implementation Engage Participants Through conference calls, participants are versed on the program, its rationale/benefits and expectations are set Learn New Skills Participants prepare for a series of weekly conference calls with each Module of Question Based Selling Personalize New Skills The Adaptive Model Strategy enables customization by each individual to specific market and product circumstances Our 9-stage process › Apply Tactics Immediately Participants apply new methodology to their real-life daily work experience Coaching Analytics Algario Coaches monitor/assess each individual’s progress weekly and apply this information in collaboration sessions to improve program effectiveness Collaborate and Share Facilitated group discussions lead to expansion of concepts, sharing success stories, motivation, inspiration and culturalizes the sales methodology Skill Development Cycle Skills are learned in a building block atmosphere over the first 9-10 weeks Skill Entrenchment Cycle 4-5 concepts become the focus for the next 4 months to continually build skills. Algario Coaches monitor progress and work with managers to guide the process and facilitate group discussions A methodology that layers the skills across the entire Sales organization
49. Sees the results and gets continual reinforcement› A Professional Coaches B Management Role C Team Collaboration Providing the foundation for meaningful progress
51. “Our results after the learning showed an uplift in Sales activities, client call-back ratio went to 4 times the national average and meetings booked topped 6 times the national average…. All contributed to an overall increase in confidence across the entire staff.” Sonny BasiDirector, Lending Specialists, CIBC
