Advanced Selling Skills: Insight Sales (b2b)

The 21st century business landscape has rendered the traditional selling approach ineffective if not obsolete.

In the past, the management response to slowing sales had been to double down on more calls, meetings, coaching and upskilling in those areas in order to accelerate sales again. However, in this day and age where the clientele is equipped with more information and options than ever before, such approaches are not nearly enough. What's needed is a more data-driven approach.

Enter "Insight Selling".

A tailored methodology that gleans key insights from the sales process and turns it into solid data for a better, more effective sales experience for the customer. The Insight Selling Process analyzes interactions between salesperson and customer and uses the insight offered by the latter to create a "panel" of more effective responses for a mutually beneficial outcome. This is a far more systematic predictor of sales conversion than a salesperson's most experienced guess.

Besides being a data-driven approach, it is also one that encourages salespeople to engage customer needs and anxieties. In this day and age, the customer is spoiled for choice and can do their own research on the product or service they need. And yet, they still talk to sales reps. Why?

They need detailed assurance that Google can't provide for all the questions they may not even know how to ask and all the answers they need to know everything about.. 

Brainstorming, intense discussion and debate, online research, customized role-play (based on Insight choreography), videoing of role-play exercises for future coaching (optional)

MS WINNIE CHO
Bachelor of Pharmacy (Hons), University of Southern Queensland
Master of Business Administration (University of South Australia)
Diploma of Training and Assessment System (Competency Training Institute of Australia)
 

Winnie is a trainer and consultant. She is passionate about sales and leadership, Her vision, “Harnessing Inner Potential”, demonstrates her belief in intrinsic capabilities and talents in everyone to succeed.  Since she started her training and consultancy career, she has broaden her exposure from pharmaceutical to others industry ranging from financial, FMCG, engineering, communication and entertainment, nutritional, chemical, industrial, construction and others industry.   Aside to her busy schedule she is also a wife, and a mother of 3, a fine example of an empowered woman. A person who always strives for the best, and at the same time inspires those around to her to achieve their potential.
 

Winnie has over 20 years of Sales and senior leadership experience in local and multinational organizations. Her most recent corporate position was as the Sales Director of a renowned and top multinational pharmaceutical company in Malaysia. In that capacity she has managed a team of more than 150 Sales personnel and was responsible for Sales revenue amounting to more than USD 100 million.
 

She has also gone through three (3) major company mergers and acquisition changes. Her wide-ranging experience in Sales, Marketing, Training and senior leadership equipped her with high versatility and capability in managing and driving organizational changes while maintaining team members’ morale.
 

Winnie’s expertise includes sales leadership, building high performance team, strategic implementation and so on. Throughout her years as Sales director, she has successfully drove 4 products to Top 10 Malaysia ethical products despite generic challenges. She also has lots of experience in building high performance team which became one of the most recognized field force in the industry.

Winnie has trained people from various industry from manufacturing, engineering, construction, nutrition, education, FMCG, nutrition companies and others. With her vast and practical experience, she will be able to add value to help organizations to be more effective and efficient.

Among her participants, Winnie is known for her applicable and job-related content that is delivered in a fun and vibrant pace. Her main strength is her vast amount of on-ground experience in sales and management , where she climbed up the corporate ladder from being a Sales Representative to leading the entire sales organization as the Sales Director. In that respect, the examples that she shares during her training is very relatable to participants. Winnie has exposure in the entire spectrum of a sales organization during her corporate days, and this includes being in sales training. When she is not on corporate training circuit, Winnie does consulting, Winnie is a registered trainer with PSMB /HRDF.