Sales Strategy and Innovation: Solving the Right Sales Problem
By Emilio Macasaet III
Many salespeople are said to be “barking up the wrong tree” when they are following the wrong course of action because their beliefs or ideas about the problem are incorrect. Are you solving the right problem? This sales training program is specifically designed to provide field sales and sales management practitioners practical and immediately applicable approaches to identifying the right problems and formulating potential innovative solutions. Each module provides participants with frameworks, templates, and illustrative cases to facilitate more productive and insightful training sessions.
Is the elevator really slow or passengers are just bored? This introductory module discusses the different models used in this training program. With the right frameworks, real illustrative cases, and the facilitator’s vast experience as a consultant, participants will be able to approach problem identification and problem solving more effectively.
1. Learning from the “Slow Elevator”
2. Case Illustrations: Wrong Problem Statements, Wrong Solutions
3. Think Without The Box: Avoiding Generalizations and Cognitive Traps
4. Frameworks: The 4S Model, DOPLA, K&P
“If I had an hour to solve a problem, I’d spend 55 minutes thinking about the problem and 5 minutes thinking about solutions” - Albert Einstein. This module teaches participants how to use three (3) models in stating the right problem, and testing if it’s indeed, right.
1. Evaluating Assumptions Used in Target or Standard Setting
2. State The Problem and Apply the 8-Test Model
3. Asking Power Questions
4. K&Ps “Is and Is Not” Approach in Isolating the Deviation
5. Re-state The Problem: Reframing and Testing the Problem Using DOPLA Model
Do you structure the problem before you offer a solution, or you go to the solution right away? This module teaches participants how to structure before solving a problem. Once the best possible solution is identified, participants learn the discipline of testing it before its final roll out.
1. Identify Strategic Possibilites
2. Use Hypothesis-Driven Approach
3. Use 3Cs To Identify Barriers: Customer, Company, Competition
4. Test The Solution
Having a brilliant idea on how to solve a difficult problem is just half the work done. You need to effectively sell your idea to your boss, colleagues, or customers. This course teaches participants data storytelling techniques to persuade and influence their audiences.
1. Data-StoryTelling: Data, Narrative, Visuals
2. How to Prepare Your Story
3. How To Sell Your Story
August 24, 26, 29, 31, 2022
1:30PM - 4:30PM
Who Should Attend
Four (4) half-day sessions (each session runs for 3.0-3.5 hours) of synchronous learning.
Emilio Macasaet III
Partner and Chief Channel Marketing Strategist
Emilio “Bong” Macasaet is the author of the best-selling, Distributor Management: Winning Tools in Managing Distributors as Partners, the first ever book on distributor management in the Philippine Market, 6 Steps To Effective Key Account Management, and the newly launched book, Fundamentals of Trade Marketing.
He brings with him very extensive and intensive corporate experiences gained from both local and multinational companies like Gillette, Nestle, L'Oreal, Metrolab and RFM Corporation where he was Vice President of Sales & Distribution division.
He conducts various sales seminars, consulting, and training programs in most parts of Asia-Pacific and Middle East. He obtained his MBA from Ateneo De Manila University and took his Doctor in Business Administration at De La Salle Graduate School of Business where he was a former MBA professor in Distribution Management.
Bong also attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago; and other special programs at Singapore Institute of Management (SIM), Singapore, and Burke Institute, USA.
He partly writes a column in Business World newspaper and is currently a professor in marketing management at the Ateneo Graduate School of Business (AGSB).