Choose Topic of Interest: Program List	Summary	Details
Web Based Instruction
Selling Strategically
R.E.A.L™ Selling
R.E.A.L™ Channel Management
R.E.A.L™ Telephone Selling
R.E.A.L™ Leadership-Turning Vision Into Reality
C Level Selling
Gaining Market Share
Product Focused Selling
R.E.A.L.™ Selling Services
Pipeline Enrichment Program (P.E.P.)

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Live Web Based Instruction

Participants can view presentations on their PC's while simultaneously listening to or viewing the instructor. IPG uses this advanced technology because of the way it simulates the classroom experience.  This methodology is often blended with classroom teaching for maximum results. 

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Selling Strategically©

Four critical things must occur prior to developing and implementing a successful sales or account strategy: Good information must be available, strong relationships must be established, people must know how to identify and manage their team resources, and lastly, people must be able to identify and execute the tactics necessary to implement their sales strategies.

This high-powered module accelerates the impact of IPG’s R.E.A.L.™ Selling Program utilizing our Account Opportunity Analysis (AOP) tool. This course is designed to help you establish strong, competitive account strategies.

In-depth, interactive discussions on how to develop, execute and implement a successful plan will be facilitated throughout the session and applied to your own strategic account opportunities. It will also help identify key issues and needs important to a particular prospect and how best to capitalize on your own strengths.

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R.E.A.L.™ Selling

Upon completion of the R.E.A.L. ™ Selling course, sales professionals are better equipped with the required skills necessary at each stage of their particular sales process. IPG will work with you to develop or identify the best sales methodology for your team, and then align the appropriate skills, tools and knowledge that need to be executed at each stage for maximum performance. Managers will also be given the tools to measure and develop the sales people.

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R.E.A.L.™ Channel Management

Strong Channel Partnerships help manufacturers expand market share, grow reseller sales champions, control selling expenses, and increase sales departmental and overall organizational productivity.

This program represents a step-by-step process to develop channel partnerships which will increase mindshare, competency, and improve relationships. It will allow your channel managers to focus on the most strategic opportunities within your channels to drive revenue.

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R.E.A.L.™  Telephone Selling

Like R.E.A.L.™ Selling, R.E.A.L.™ Telephone Selling is a complete inside sales training and development program that focuses on selling the value of your solutions and offerings by understanding the customer's critical business priorities and needs. This program will help your inside sales organization transition to a more consultative and value based sale vs. product and price.

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R.E.A.L.™ Leadership-Turning Vision Into Reality

R.E.A.L.™ Leadership is a clientized program that embraces the foundational elements of effective leadership and shows participants why it is so critical to be an effective leader. The focus is to provide a step by step process of implementing a vision and goals in a practical and effective manner. The key elements of this program include Creating a Vision, Setting Goals, Priorities and Expectations, Developing and Coaching People, Motivating and Confronting People as well as effective Time Management and Hiring practices

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C Level Selling

In today's economy, it is imperative that executives be engaged in the sales process. Unfortunately, most sales people don't know how to gain
access to executives, or if they do get there, don't know how to engage the executive effectively in order to make a sale.
In "Getting to and Selling C Level Executives" we will highlight the most important skills that salespeople have to master in order to excel in this economy. These include:

• A macro understanding to the economy
• Understanding how executives think
• What are their internal and political pressures
• What metrics do executives use to measure success
• How do you gain access to these executives
• How to engage executives to differentiate yourself and understand their priorities and needs
• Keeping the executive involved and engaged during the sales process
• Using your executive team effectively

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Gaining Market Share

In today's extremely competitive market, and slow economy, it is paramount for marketing and sales organizations to be able to differentiate its offering. One of the most effective ways of doing this is to translate your offerings into actual sales skills, knowledge and tools throughout the sales process. Unfortunately, this is rarely done, and is left to the salesperson to figure this out.

Product Marketing Managers need to be able to communicate this differentiation to prospects, customers and their sales organization.

In Product Focused Selling we will:

Translate your company's unique product and service capabilities into specific skills, knowledge and tools throughout your sales process, including:

• Aligning your solution with specific industry and departmental needs
• Defining the best industries and applications to sell to
• Development of Credibility and benefit statements while prospecting
• Specific questions to ask during meetings with prospects that plant seeds and establish criteria for your company
• Presenting your solution in a way that differentiates your offer and sets traps for the competition
• How to anticipate and respond to objections
• How to set traps for your competition

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