SALES SKILLS

I’ve mostly acquired skills through my education and work experience. I’m definitely proud of the skills I’ve gained across the years, and lucky to have had the support to become a professional in my field. But what I’m most proud of is my perseverance through it all.

 
Kenneth Kiwicz looks ahead at Inca Trail

Selling

  • Prospecting 

  • Identifying Leads 

  • Qualifying Leads 

  • Establishing Rapport With Clients 

  • Managing a Client Engagement 

  • Managing Contacts 

  • Managing Appointments 

  • Questioning Clients & Identifying Customer Requirements 

  • Analyzing Requests for Proposal (RFP)

  • Developing Proposals 

  • Sales Pitching 

  • Answering Customer Questions 

  • Customer Relationship Management (CRM)

  • Using SFA & CRM Tools

  • Product Knowledge 

  • Selling Product Benefits 

  • Need Creation 

  • Analysis of Customer Buy Cycles 

  • Analysis of Customer-side Politics 

  • Closing Deals 

  • Up-selling 

Forest

Negotiating

  • Negotiating Techniques and Strategy 

  • Influence to Negotiate 

  • Demonstrating Empathy & Understanding of Customer Problems 

  • Establishing Common Ground 

  • Foot-in-the-door Techniques 

  • Door-in-the-face Techniques 

  • Nibble Techniques 

  • Diplomacy Techniques

  • Getting To Yes 

IMG_7575.JPG

Sales Operations

  • Sales Strategy 

  • Sales Planning 

  • Sales Reporting 

  • Sales Metrics & KPI 

  • Sales Bench-marking 

  • Sales Margin Management 

  • Sales Deal Approvals 

  • Participating in Sales Contests 

  • Manage Customer Relationship Management (CRM) Information 

  • Plan Sales Training & Development 

  • Sales Communications 

  • Customer Segmentation 

  • Liaison with Finance & Marketing 

  • Developing Sales Collateral

Stacks of Paper

Sales Strategy

  • Sales Program Formulation 

  • Pricing Strategy 

  • Sales Partner Strategy

  • Sales Promotions 

  • Setting Sales Targets, Quotas and Incentives 

  • Sales Motivation & Sales Contests 

  • Customer Retention Strategy 

  • Go-to-Market Strategies 

  • Sales-Marketing Alignment 

  • Sales Information & Technology Strategy 

Notepad

Sales Management

  • Management by Objectives 

  • Managing Sales Quotas & Incentives 

  • Sales Organization Design 

  • Motivating Salespeople 

  • Sales Force Deployment 

  • Sales Recruiting 

  • Sales Team Performance Management 

  • Management of Sales Training and Development Programs 

  • Managing Large Accounts 

  • Sales Force Supervision 

  • Sales Territory Management 

  • Managing Sales Productivity 

  • Managing Selling Costs 

  • Mentoring Sales Teams

  • Managing Sales Partners 

Black Notebook

Sales Pipeline Management

  • Opportunity Management 

  • Call Management 

  • Quote Management 

  • Order Management 

  • Order Fulfillment Management 

  • Account Management 

  • Customer Retention Management 

  • Managing Upsell Activities 

  • Sales Forecasting 

Notebook & Pad

Soft Skills

  • Results-focus 

  • Action-oriented 

  • Endurance & Persistence 

  • Persuasion Diplomacy 

  • Politics 

  • Public Speaking & Presentations 

  • Communication Skills

  • Active Listening

  • First Impressions 

  • Establishing Rapport 

  • Building Trust 

  • Networking 

  • Time Management 

  • Meeting Management 

  • Business Acumen 

 
manhattan-1674404_1920.jpg

Skill in any performance whether it be in sports in playing the piano in conversation or in selling merchandise consists not in painfully and consciously thinking out each action as it is performed but in relaxing and letting the job do itself through you. Creative performance is spontaneous and ‘natural’ as opposed to self-conscious and studied.

Maxwell Maltz