As part of Comtal Group’s ongoing training and professional development for the sales teams of all its subsidiaries, a unique workshop on strategic sales was held, based on the Miller Heiman methodology — one of the world’s leading methodologies for managing complex and long-term sales processes.
The workshop was led by Nitzan Kafif, CEO of Picotech, who conducted the training based on his extensive experience in complex technological sales in both the Israeli and international markets. The training was conducted in an interactive and collaborative atmosphere, attended by all the sales personnel and company CEOs within the group.
Key topics covered included: accurately defining strategic sales, identifying complex deals, essential rules for success in such sales, and avoiding recurring mistakes in the sales process. Additional discussions addressed mapping buying influences within client organizations, techniques to influence decision-makers, strategies for competing effectively, and precisely defining the ideal client and tailoring the sales approach to them.
Participants also worked on properly developing the sales funnel, effective time management, and managing a sales process that drives measurable results — especially in corporate or technological deals with long sales cycles. The workshop concluded with practical tools for succeeding in complex deals in today’s competitive market.