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eBooks
We have developed a series of eBooks, based on our training and consulting, to help professionals in their day-to-day activities. Click on the links below to download the eBooks:
eBooks for the sales team
VALUE Selling
In this eBook we show the main methodologies, processes and sales tools to increase salespeople's performance, and how salespeople must change their posture and arguments to talk about VALUE, getting out of the price war.
This eBook has been prepared based on years of experience of the professionals of ADVANCE and using, as reference sources, several books and Internet materials, including the book “The Challenger Sale” by Matthew Dixon and Brent Adamson - to which we give our interpretation and vision of applicability to our reality
eBooks for mangement and planning
Sales team management
In recent years, companies have made significant investments in their sales teams, both in relation to the implementation of methodologies, processes, training and qualification, remuneration, bonuses, and incentive campaigns. Currently, good practice shows that the manager has a fundamental role in the performance of the team. The manager is not a super-salesperson, but a professional with skills, competencies and knowledge in establishing and monitoring goals, objectives, and indicators, ensuring that the sales team is always working at the maximum performance limit.
In this eBook we show the best practices for preparing, managing and leading high-performance sales teams.
Sales-oriented marketing plan
The "Sales-oriented marketing planning" methodology integrates both areas, with the sales funnel as a central element. All marketing actions and activities are now aligned with sales needs, helping to increase the number and value of closed deals, increase the utilization rate at each stage of the funnel and increase the speed with which the transaction passes through the funnel .
Marketing, then, has as its objective the number of transactions converted into sales, and will have actions and activities for each of the stages of the sales funnel, not only generating demand and opportunities, but increasing the conversion rate and reducing the sales cycle. sales.
Cloud business transformation
Cloud is a real transformation challenge for IT companies.
In this eBook we show how to TRANSFORM the financial model of the IT company, and the areas of marketing and sales, including generation of demand and opportunities, cost of acquiring customers, structure and remuneration of sellers. This eBook shows IT entrepreneurs the step-by-step migration of the current business model to the CLOUD.
Manuals and guides
We have developed a series of MANUALS and GUIDES with forms and tools to make professionals more PRODUCTIVE and EFFECTIVE in their daily lives. Click on the links below to download manuals and guides:
Material for the sales team
Guide for the Seller
In this manual we include the forms and templates necessary for the seller to be successful in his
day-to-day activities, including:
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Sales plan, territory or segment plan
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Account and opportunity plan
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Opportunity prospecting forms
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Qualification templates and forms
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Seller check-in form at every step of the sales process
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Spreadsheet for calculating the goal
Material for the sales team manager
Guide for the Sales Team Manager
In this manual we include the forms and templates necessary for the sales team manager to be successful in his day-to-day activities, including:
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Sales plan, territory or segment plan
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Account and opportunity plan
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Opportunity prospecting forms
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Qualification templates and forms
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Seller self-evaluating forms for every step of the sales process
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Seller performance evaluation
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Worksheet for calculating the salesperson target and number of salespeople needed