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Communicating a High-Impact Business Case

Overview/Description An effective business case provides a compelling picture of how your solution will drive a customer’s business results. It translates the benefits of your solution into measurable outcomes that appeal to different viewpoints within your customer’s company – whether it’s the finance manager, the IT manager, or the CEO. This Business Impact follows a sales professional as she communicates the business case for her data analytics solution to individuals at a financial services company. Target Audience Experienced sales professionals who wish to improve their ability...

Demonstrating Business Acumen

Overview/Description Business acumen is an essential quality of the successful sales professional that transcends industry knowledge. It embodies strategic thinking, focused communication, and action orientation combined with insight, keenness, and quickness. This Challenge Series product explores strategies for demonstrating business acumen in sales situations. You will assume the role of a sales consultant in the energy management industry. Target Audience Experienced sales professionals who wish to improve their ability to demonstrate business acumen Expected Duration (hours) 0.2 Lesson...

Effective Cold Calling

Overview/Description Sometimes your only option for gaining access to a new contact is to make a cold call, but cold calling can be daunting and the results unpredictable. This Business Impact Series product follows a talent management consultant as he demonstrates how to take the menace out of cold calling and communicate successfully with customers. Target Audience Experienced sales professionals who wish to improve their ability to gain access to customer contacts with cold calls. Expected Duration (hours) 0.1 Lesson ObjectivesEffective Cold Calling

Essential Selling Skills: Closing the Sale

Overview/Description One of the most difficult steps in any sales effort is securing the sale. When is the best time to ask for the order? What if the prospect doesn't seem interested or challenges the merits of your proposal? This course demonstrates how to leverage your value proposition in the final stages of the sales process, so you can present it in the most effective way possible. It discusses how to time your closing, and presents strategies for successfully closing the sale. The course also examines how objections function within the closing process and provides an analysis of how to...

Essential Selling Skills: Mastering Cold Calling

Overview/Description Cold calling is a fundamental part of sales. However, it's also one of the most difficult skills to master. How do you get past the gatekeepers and ensure you reach the right people? What should you say when you do? How can you counter objections? This course provides a strategic approach to cold calling, including how to time your calls effectively and how to handle gatekeepers. It demonstrates how to develop succinct and persuasive messaging to help ensure successful calls. And it provides instruction on how to overcome some of the most challenging objections and how to...

Essential Selling Skills: Qualifying Sales Prospects

Overview/Description Qualifying sales prospects or leads is an essential step in the sales cycle. Before you begin extolling the virtues of your product or solution, you need to ensure that it's something the prospect needs and is in a position to buy. The most effective way to do this is through a strategic discovery or qualification meeting designed to elicit important details from your prospects, such as their current business realities and challenges, available resources, and what success looks like to them. This course describes how to plan for such a meeting, as well as how to conduct...

Getting Organized to Meet Your Sales Goals

Overview/Description What if you were asked right now to take on a new group of customers or to help train new salespeople? How would you deal with the change and still meet your goals? Being organized is a good starting point. This Challenge Series exercise explores how taking an organized approach to your sales tasks can help you achieve even the most demanding goals. Target Audience Experienced sales professionals interested in improving their ability to organize their sales approach Expected Duration (hours) 0.2 Lesson ObjectivesGetting Organized to Meet Your Sales Goals

Making Contact: Access Strategies

Overview/Description There is no magic wand that sales professionals can use to gain access to decision makers. Each business and individual is different, and your level of access will also be different depending on the situation. This Challenge Series exercise explores how to gain access to customer contacts in three separate situations. The learner plays the role of a sales professional at a software company offering innovation mapping software. Target Audience Experienced sales professionals who wish to improve their ability to access decision makers using various methods and strategies...

Making the Cold Call

Overview/Description Don’t listen to claims that cold calling is dead. It’s alive and well, and remains an effective sales tactic. This Business Impact explores how to engage prospects during a cold call and, ultimately, get them to take action. Target Audience Experienced sales professionals who wish to improve their ability to make effective cold calls Expected Duration (hours) 0.2 Lesson ObjectivesMaking the Cold Call

Managing a Sales Pipeline

Overview/Description Properly managing a sales pipeline is a competency that sales professionals develop through practice, planning, and perseverance. It requires a unique blend of knowledge, skill, and attitude. Pipeline management also relies on you to interpret and understand the story that your sales tools and reports tell – and the trends that they illustrate. This Challenge Series exercise asks you to demonstrate these pipeline management competencies as you analyze both historical and planned sales activity. You'll take the role of a sales professional reviewing your pipeline with a...

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