Call Out Day Training – Technology Channel

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IT specialist sales training :

We have years of experience running vendor sponsored call out days for IT distributors and resellers. Our Call Our day product is called Natural LIVE! and it is our most successful outbound telesales training programme, with real-time return on your investment.  We create a competitive, high energy atmosphere on your sales floor, moving from training room to sales floor in quick succession. Sellers put their new skills into practice to generate real pipeline.

At the end of the day you will have a more motivated team, with boosted skills & knowledge to sell a particular product or theme.  Most importantly, there will be sales results to build pipeline in the channel, such as closed deals and qualified meetings.

Benefits

•The best use of marketing funds: drive new pipe!

•Refine product pitches

•Generate qualified pipeline and real sales

•Change sales habits for good

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Method & structure

Our unique 4-stage approach (below) will leave your team feeling challenged and charged with a new sense of capability and confidence. Most importantly they leave with a fresh set of skills and wealth of real opportunity, giving you instant payback on your investment.

82 opportunities in one day:

I haven’t seen that level of proactivity in the team…ever.

Ultima

Motivated & Enabled:

We’re now receiving 300% more call-backs from voicemails.

Oracle

7 times more appointments:

6 appointments were the target and the team achieved 43. Your engagement is showing real tangible returns.

MTI

FAQS

How many salespeople can I put through each group per day?

The maximum is 10 in a group to allow for lots of personal coaching.  If you have a bigger group size, then we can give you an extra coach.

Is there a particular topic/technology focus required?

Some vendors and distributors like a product focus – whatever fits the current quarterly or yearly priorities.  Others would prefer their outbound focus to be more of general discovery call to flesh out needs.  It comes back to ‘why’ – why are we holding the training and what do we hope to gain?

Whatever the focus, it’s helpful to have a ‘clear next step’ to drive to beyond “I’ll just send you some more information.”

How do I establish targets for the day?

Your Natural Account Manager will help you to set ‘aggressively achievable’ targets for the day, based on your sales goals and conversion ratios. Your metrics might include a mix of these:

  • Dials completed
  • Appointments booked
  • Conversations/talk time
  • Briefs taken
  • Deals closed

What do I need to provide?

  • We need a meeting room that can hold your group for the ShortBurst training sessions, and we do the live coaching on the sales floor.
  • The sales team will need a clean list of data to call on the day (so we can get through a large number of calls without the time spent looking looking up contact details). Being well prepared with clean data makes a huge difference to the ROI from each training day.

Are there any expected outcomes for the day?

You can expect 2-3X more calls than usual, more conversations and briefs taken, a dozen or more qualified meetings, and in terms of closes, confirmed invitations to events.  Plus, a more confident, rejuvenated and equipped sales team.

We will have a pre-training call to discuss what success looks like. We will talk you through this simple, proven process.

What can go wrong?

Data!  If we don’t have a clean list on the day, then we will struggle to get the results you are after, as sellers will be spending valuable time searching for contact names and phone numbers.  There should be no distractions, so diaries need to be cleared.

47 meetings booked in a day:

10/10 – just do it.

Dell EMC

In March 2023 we held a Cisco-sponsored call-out event with a spotlight on hybrid working. We partnered with Comstor and Natural Training – and I’m pleased to say the event was a resounding success.​ A fantastic 11 new qualified opportunities for our Q2 pipeline, which is excellent ROI.​

Russell Bristow
Senior Partner, Ampito

How to book

Booking form

We can agree a date that we have trainer availability and then send an email booking form to the sponsorship company (usually the distributor), this confirms the day in our training calendar. Until we have the completed boooking form with invoicing details we cannot guarantee your chosen date.

Pre-training call

We will arrange a call with the vendor, distributor and reseller management to discuss things like:

  • The focus of the day, e.g. a particular product campaign.
  • Desired outcome, e.g. number of appointments or demos booked.
  • The experience of the team being trained.
  • Call data – to ensure there is enough clean availabe data for the team to call during the live calling sessions (and not waste time looking up customer or prospect details).

Sharing of results

After the training we will share the results achieved and what skills the team need to focus on going forward.

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