Home About Us Our Solutions Why Us Clients & Partnerships Contact Us Links Site Map   Our Solutions Process, Skills and Consulting Expertise James F. King & Partners are focused on helping clients to acquire and retain customers. In doing so, we help them improve the customer-facing skills necessary to develop long-term relationships, guarantee repeat business and ultimately drive more predictable and sustainable revenue. Through a combination of configurable courseware, e-Learning modules, consulting services, and collaborative productivity tools, we help our clients achieve their sales goals and objectives.       ROLE   SKILLS ADDRESSED MANAGEMENT   • Coaching performance   • Mentoring for performance improvement   • Transitioning from sales to management   • Effective coaching sessions   • Assessing skills of your team       SALES   • Account/client strategy     • Sales strategy development     • Opportunity strategy     • Personal sales effectiveness     • Selling professional services     • Presentation skills     • Discovery techniques     • Handling objections     • Setting and uncovering competitive traps     • Competitive positioning     • Call planning     • Customer collaboration                 PRE-SALES   • Demonstration techniques     • Uncovering customer issues     • Aligning presentations and demonstrations with client needs     • Understanding how organizations work     • Conducting productive discovery sessions     • Developing and using high yield questions     • Handling objections     • Setting and uncovering competitive traps     • Competitive positioning     • Improving presentation skills     • Aligning with strategic sales messages         BUSINESS DEVELOPMENT   • Improving listening skills     • More effective call preparation     • Understanding and using high yield questions     • Uncovering prospect pains and issues     • Understanding prospect’s visions and needs     • Call planning     • Conducting productive calls     • Giving peer to peer feedback     • Understanding and articulating business benefits to prospects     • Managing gatekeepers     • Handling objections         CHANNELS   • Portfolio planning     • Assessing partners     • Understanding partner business goals, issues and needs     • Business planning     • Building and maintaining strong partner relationships     • Communicating effectively with partners     • Sales and marketing with partners     • Creating effective campaigns     • Analyzing sales funnels     • Co-selling     • Coaching partners     • Reviewing pipelines     • Conducting business reviews

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