Training

Sales Tools-SMB Program

Online Training for SMBs!

Nortel’s acclaimed sales tool is now available online for anyone who may want to consult it.

Whether you are a business expert or a new player in this game, Anixter and Nortel keep working to help you boost your sales power. This time around, we give you the chance to have access, via Internet and from any PC, to the online training programs for Small and Mid sized businesses (SMBs) devised by Nortel, a series of educational tools that’ll help you understand the sales cycle and increase your knowledge on the field.
This training program facilitates the sale of Nortel solutions for SMBs. The updated version of the Coach SMB Solutions Sales Tool includes the complete portfolio of Nortel solutions, bonus products, advice on best practices for selling, information about the competition and interactive tools, such as:

1. Understand consumers – learn about the five type of buyers you will most commonly come across when selling SMB Nortel solutions.
2. Understand the industry – Choose between 20 different industries and receive detailed information about the nature of your operations, the use of  technologies, key benefits and the way Nortel solutions can help overcome these challenges.
3. Create solutions – Identify and face business challenges, create a legible, downloadable document with the requirements and suggestions on the most appropriate Nortel solutions to face these challenges.
4. ROI measurements – Validate your decision and analysis when recommending a Nortel solution, and offer ROI measurements on a downloadable document.
5. Follow–up emails – Create modifiable mails following specific requirements, and send them to create customers’ follow-ups to take them to next level in the sales cycle.

Steps in the Training
Coaching has changed the sales process towards a more “step-by-step” methodology with the purpose of increasing sales success. This approach helps understand the whole of the process, without skipping any stages on the road with your customers. You will be able to walk through the five stages in the sales cycle:
1. Understand the market
2. Approach the different perspectives
3. Identify different needs
4. Create the desire
5. Close the deal

Make sure you go through all the coaching stages and steps within the sales cycle. Visit  www.nortel.com/pic, and go to the Partners section. You will be able to see how these tools will help you simplify the process and facilitate the sale of SMB Nortel solutions.
To find out more about other training programs, visit nortel.com/training.