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Adapt your "Sell the Company" presentation to what prospects want to know.

We continue our case study to illustrate the power of combining Artificial Intelligence and Track Selling. We call it SalesIntelTrack (Sales Intelligence Track). 

Recent Tips provided questions to ask in Step  2 - Qualification and a resulting Agreement on Need in Step 3. We learned what our prospect "Ken" values most in a sales training partner relationship.

His three biggest vendor expectations are:

  • good listeners to diagnose and adapt to his sales team needs.
  • current with latest developments in the evolving sales training space. 
  • experienced in training companies in his industry.

Now it's time for Step 4 - Sell the Company. Here's what SalesIntelTrack suggests.

"Ken, I'm sure if I were in your position there be some information about our company that I would want to know. May I ask how much information you have about the Track Selling Institute? I understand. Let me quickly share a couple things that would be important to me if I were in your position.

As a company, we have a reputation to thoroughly understand client needs, then adapt our process to meet those needs. As a sales process, Track Selling has evolved for more than 60 years. Our clients include technology companies like IBM, HP, Sage, Microsoft, and thousands of other client companies. I'll provide a list of client companies, including software firms, when we wrap-up today.

Our training model is summarized as learn, then practice, then reinforce. We have a variety of sales training platforms, some added since COVID, that now include live training in-person or virtual, self-paced e-learning, micro-lessons, weekly content, and role plays.

Here's a visual to illustrate the process and tool set that we provide our clients.

What questions do you have about the Track Selling Institute?" 

The key principle in the Sell the Company step is to have a thorough understanding of what the prospect would most value about your company and then adapt your presentation accordingly. Make it brief, visual, and concise. 

Next week's Tip provides SalesIntelTrack recommendations what to show and tell Ken during Step 5 - Fill the Need. Yes, it keeps getting better.


If you're integrating AI for your sales team and are familiar with the Track Selling process to advance from step to step, direct your chat bot to include Track Selling's language, transitions, step sequencing, objection-handling, etc. If you're not familiar with Track Selling constructs and desire more insights, you can request it from the info@ address below. Ask and you shall receive.

For more insight into SalesIntelTrack, email [email protected].  

Good luck and good selling. 

To learn more about Track Selling, visit us at