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Using Competitive Selling Skills

Overview/Description To be ready to sell, you must be ready to compete. That means thinking about competitors – who they are, what they’re offering, and how they win customers. Once you’ve done this, you must communicate your competitive insight effectively to the customer. This Challenge Series product explores how you can draw on your knowledge of the competition to create and communicate a winning sales approach. You'll play the role of an account executive for a coffee company. Target Audience Experienced sales professionals who wish to improve their ability to sell competitively...

Using Customer Knowledge to Advance Sales

Overview/Description Successful sales professionals value knowledge and seek to use it in collaborative relationships with their customers. This Challenge Series exercise explores how to acquire customer information and knowledge and transform it into insights and solutions that are of genuine value to your customers. The learner plays the role of an account manager in a loyalty software company. Target Audience Experienced sales professionals who wish to improve their ability to acquire and use customer knowledge Expected Duration (hours) 0.2 Lesson ObjectivesUsing Customer Knowledge to...

Using Financial Analysis for Credit Decisions

Overview/Description Potential new customers often ask for credit lines as a condition to signing on the dotted line. This Challenge examines the financial analysis involved with making effective credit decisions in such situations. Expected Duration (hours) 0.2 Lesson ObjectivesUsing Financial Analysis for Credit Decisions

Using Online Strategies to Accelerate Sales Performance

Overview/Description Traditional marketing strategies have proven ineffectual at generating online sales and ensuring repeat business. This challenge explores strategies for accelerating online sales. Expected Duration (hours) 0.2 Lesson ObjectivesUsing Online Strategies to Accelerate Sales Performance

Vendor Negotiations: Choosing the Best Approach

Overview/Description Negotiation is a complex process that requires thorough preparation, clear communication, and keen perception. And the most successful negotiators are those who strive to achieve win-win results. This Challenge Series exercise explores various negotiation styles and processes and focuses on how to reach a collaborative, win-win solution. Target Audience Mid- to upper-level managers and executives; all high potentials and fast trackers, including individual contributors. Expected Duration (hours) 0.2 Lesson ObjectivesVendor Negotiations: Choosing the Best Approach

Written Communication

Overview/Description A strong writer has the power to inform, persuade, and inspire others using nothing but ideas and words. In this Challenge Series exercise, you'll do all of those things and more, as you analyze and improve an important piece of written communication. The learner plays the role of an employee charged with writing a submission essay for an award competition. Target Audience Any individuals interested in improving their ability to communicate through various forms of business writing. Expected Duration (hours) 0.2 Lesson ObjectivesWritten Communication

Conflict: Avoid, Confront, or Delay?

Aligning Your Business Case to Customer Priorities

Effective Sales Coaching

Exploring Self-development

Overview/Description You want to develop your capabilities, both personally and professionally, but how do you get started? And how do you know which skills and strengths to focus on? This Challenge Series exercise explores the many critical factors to take into account when planning how to focus self-development efforts. The learner plays the role of a trusted friend helping a colleague make smart self-development choices. Target Audience Any individuals interested in improving their ability to identify areas of focus and relevant execution strategies related to self development...

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