Manoj Sharma – Professional Development & Organization Development Strategies

Being A World Class Business-To-Business Sales Professional will do just that – give your entire sales team a great edge, so your organization can lead in tomorrow’s marketplace, starting today.

We’ve been listening …

• You need a solid sales, marketing and business development strategy based on the latest best practices to transform your sales people into World Class Sales Professionals.
• You need to give them an opportunity to thrive, by learning how to sell without selling.
• You need to give your sales growth engine a sustainable shot in the arm and you need to do this right now.
• You need to reduce your cost of sales and duration of your sales cycles, while simultaneously growing your sales pipeline.
• You need greater share of wallet and greater share of market and you needed them yesterday.
• You need an objective view point on how you run your sales machinery, assign territories and productively invest your sales people’s time.
• Above all else, you need to reformulate how you communicate your value propositions so you instantly increase your sales.

Being A World Class Business-To-Business Sales Professional – Selling Without Selling will assist you with all of this and more.

• Learn how to differentiate themselves from your competitors right from the start
• Learn how to discover gaps in your potential customer’s value proposition
• Learn to figure out how to address the gaps in your customer’s value propositions
• Learn how to communicate your value propositions in the most compelling way possible
• Learn how to be a truly top notch sales professional and have value supersede price
• Learn how to build customer stickiness to increase share of wallet
• Learn much, much more than they imagined they ever would

Differentiating Your Offering From Your Competitors

• The Keys To Differentiating Your Product
  • Quality Differentiation
  • Price Differentiation
  • Promotion Differentiation
  • Place Differentiation
• The Keys To Differentiating Your Service
  • Technical Process Driven Service Differentiation
  • Non-Technical People Driven Service Differentiation
• The Keys To Differentiating Your Brand
  • Differentiation Your Brand Value
  • Differentiation Your Brand Passion
  • Differentiation Your Brand Vision
  • Differentiation Your Brand Mission
  • Differentiation Your Brand Value
  • Differentiation Your Brand Identity
• The Keys To Differentiating Your Marketing
  • Differentiating Your Marketing Advertising
  • Differentiating Your Marketing Public Relations
  • Differentiating Your Marketing Word Of Mouth
  • Differentiating Your Marketing Point Of Sale
• The Keys To Differentiating Your Communications
  • Differentiating Your Internal Communications
    • Differentiating Your Internal Written Communications
    • Differentiating Your Internal Non-Written Communications
  • Differentiating Your External Communications
    • Differentiating Your External Written Communications
    • Differentiating Your External Non-Written Communications
• The Keys To Differentiating Your Experience
  • Expressing Your Product As An Experience
  • Expressing Your Service As An Experience
  • Expressing Your Brand As An Experience
  • Expressing Your Marketing As An Experience
  • Expressing Your Communications As An Experience

Part #2 – Learning How To Discover Gaps In Your Potential Customer’s Value Propositions / Knowing Your Potential Customers

Building Sophistication As A World Class Sales Professional – Knowing Your Potential Customer’s Value Proposition

• Differentiating Your Potential Customer’s Product Value Propositions
• Differentiating Your Potential Customer’s Service Value Propositions
• Differentiating Your Potential Customer’s Brand Value Propositions
• Differentiating Your Potential Customer’s Marketing Value Propositions
• Differentiating Your Potential Customer’s Communications Value Propositions
• Differentiation Your Potential Customer’s Experience Value Propositions

Part #3 – Learning To Figure Out How To Address The Gaps In Your Potential Customer’s Value Proposition / Strategizing How To Serve Your Potential Customers

Building Substance As A World Class Sales Professional / Knowing How To Address The Gap In Your Potential Customer’s Value Proposition

World Class Alignment Strategies / Figuring Out How Your Value Propositions Enhance Your Potential Customer’s Value Propositions

• How Does Your Product Enhance Their Product
• How Does Your Service Enhance Their Service
• How Does Your Brand Enhance Their Brand
• How Does Your Marketing Enhance Their Marketing
• How Does Your Communication Enhance Their Communication
• How Does Your Experience Enhance Their Experience

Appreciating Your Potential Customer’s Challenges

Creating A World Class Account Management System

Part #4 – Learning How To Communicate Your Value Proposition In The Most Compelling Way Possible / Serving Your Potential Customers

Building Sustainability As A World Class Sales Professional / Communicating As A World Class Business-To-Business Sales Professional

Communicating Your Value Proposition For Profitability, Performance & Fulfillment

• The Art Of Listening For Areas Of Common Interest
• The Art Of Questioning To Clarify, Specify & Explore The Solutions They Are Seeking
• The Art Of Dialoguing To Build Meaningful, Trusting & Purposeful Relationships
• The Art Of Crystallizing To Remove Obstacles, Gain Clarity And Establish Agreements
• The Art Of Actioning To Move Things Forward Successfully
• The Art Of Feed-Backing And Feed-Forwarding To Ensure Things Move Towards Mutually Beneficial Outcomes
• The Art Of Winning To Hit Both Your Targets
• Polishing Up Your World Class Sales Communication Style
  • Communicating Using Your Mental Quotient
  • Communicating Using Your Emotional Quotient
  • Communicating Using Your Physical Quotient
  • Communicating Using Your Spiritual Quotient

Part #5 – Learning How To Be A Truly Top Notch Sales Professional And Have Value Supersede Price / Transforming Potential Customers Into Customers

Knowing Points Of View Of Their Power Brokers

• The Point Of View Of The Solution Seeking Department
• The Point Of View Of The Purchasing & Procurement Department
• The Point Of View Of The Accounting & Finance Depart
• The Point Of View Of The Other Departments

The Value & Price Equation

• Why Is Price An Issue?
• Dealing With Pricing Both First And Last To Minimize The Price Issue
• Avoiding A “Price War”
• Avoiding “Giving Away The Ship”
• Creating Win / Win / Win Partnerships At A “Higher Price”
• Framing “The Purchase” For Mutual Success
• Sealing “The Deal”

Part #6 – Learning How To Build Customer Stickiness To Increase Your Share Of Wallet / Growing Your Customers

The Secrets Of Growing Your Customers

• Creating Brightness Of Your Collective Future
• Enhancing The Quality Of Your Interaction
• Ensuring The Quantity Of Your Interaction
• Avoiding Darkness Of Your Collective Future

Strategies To Increase Share Of Wallet

• Improving Your Product Value Propositions
• Improving Your Service Value Propositions
• Improving Your Brand Value Propositions
• Improving Your Marketing Value Propositions
• Improving Your Communications Value Propositions
• Improving Your Experience Value Propositions

Illuminating introductions
Engaging Dialogues
Interactive games & exercises
Thought provoking debriefs
Open questions & answer sessions
Reflection time-outs
Relevant case studies
Enriching assignments
Feedback loops

… with optional follow on professional coaching to assist your organization towards greater profitability, performance and fulfillment levels.

Duration of Initiative

14 facilitator lead hours

The initiative can be delivered over …

1) 2-Days consecutively from 9am to 5 pm
2) 2-Days interspersed over time from 9am to 5pm
3) 7, 2-hours blocks of time at your convenience

You are welcome to further talk to us about adjusting the timing to your organizations flexibility.

Who is Manoj Sharma?

 
Manoj Sharma is just a human being, doing his best to make a small difference in the world.

 
Professionally, Manoj Sharma is the CEO of DifferWorld Pte Ltd, the holding company for Manoj Sharma, Singapore Service Academy, Singapore Innovation Academy, CIOIJ and SIOIZ.

 
Manoj works through the expressions above to assist governments, organizations, teams and individuals to not just boost their profitability and performance levels, but to do so keeping fulfillment in mind. He has been doing this internationally since 2002, through a series of strategic initiatives, and has had the pleasure of working with more than 100,000 people from all walks of life. He considers this to be an absolute privilege.

 
Manoj sits on various committees. Since 2003, he has been assisting the government of Singapore to grow Singapore’s entrepreneurship landscape through the Action Committee for Entrepreneurship. In 2012, he pioneered Kindness@Work, a national initiative for the Singapore Kindness Movement, designed to create a more gracious society.

 
Outside of his roles with the aforementioned organizations, he is highly active in the international start-up scene, as a speaker and judge. And he thoroughly delights in mentoring entrepreneurs from around the world.

 
Manoj Sharma holds a B.Sc. Economics (Hons) Banking & Finance and started his career as a Special Events Manager for a Fortune 10 Company. He continued, as a Group Business Development Director in a startup technology company which was bought over for SGD 25 million; for whom he also led the Product Development, Branding and Public Relations portfolios.

 
In his free time, Manoj enjoys playing a round of golf with his buddies.

 
As for the future, Manoj looks forward to continue to be as useful to humanity as he can be, before he ceases to be.

Who Are Some Of The Organizations He Has Assisted?

 
Our Ministries, Statutory Boards & Organs of State Clients, Et Cetera

 
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Our MNCs & SMEs Clients

 
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