Deal Management & Sales Training
Overview
The institutional sale is normally a long-cycle, big ticket, multi-contact, multi-agenda, ever-changing and, therefore, complex process. To reach the final presentation, each "deal" needs to be identified and developed through what is often an exhaustive and dynamic selection process. Greene Consulting has a successful history of providing leading institutional asset management firms with training sessions that enhance each participant's ability to source, develop, and gain commitment in an institutional setting.
Our training includes instruction on the key elements of managing the deal process, both inside your firm and outside in the targeted firm:
- We instruct on the specific and unique strategies and skills that have proven to be successful in managing this process.
- Utilizing targeted and company-specific application exercises, we enhance the participant's ability to internalize and apply the required skills and tactics.
- Finally, we provide participants with a simple road map to guide them in applying specific skills and tactics in the management of each deal development situation.
Target Audience
Sales Managers in Institutional and Corporate Investment Divisions
Structure
Our process is unique because we provide more than leadership skills development. We work with you to also develop a structure that promotes accountability and consistency.