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Appealing to Prospects

Overview/Description Successful prospecting opens the door to the sales process. It involves taking that first step with a potential customer. To be good at it, you've got to hook prospects by leading with issues that concern them, and reel them in with an appealing proposition to solve those issues. You want them to say "I'd like to meet with you again." This Business Impact explores how to prospect effectively – and persevere with a contact if your first try isn't successful. Target Audience Experienced sales professionals who wish to improve their ability to prospect effectively Expected...

Building Momentum in Discovery Meetings

Overview/Description "Ask before you tell" – that's the prime directive of the discovery meeting. During this meeting, you aim to find out key information about the customer, establish your credibility, and build momentum. This Business Impact Series product explores how to conduct a discovery meeting that sets you on course for a positive relationship with the customer. Target Audience Experienced sales professionals who wish to improve their ability to conduct discovery meetings Expected Duration (hours) 0.2 Lesson ObjectivesBuilding Momentum in Discovery Meetings

Developing a Customer-focused Sales Approach

Overview/Description Many organizations base their sales approaches on their own products and services, the duration and scope of their sales cycle, and other internal considerations that do not effectively meet the needs of their customers. But wouldn't placing the customer at the center of the equation generate better results? The short answer is yes. A customer-focused sales approach is structured around the customer's decision-making process and unique needs. But how do you know what these really are? What keeps customers up at night and drives their key purchasing decisions? This course...

Developing Strong Customer Relationships

Overview/Description Developing strong customer relationships is essential for sustained sales success. Understanding your customers’ needs and what they value is arguably the most important aspect of successfully developing and nurturing these relationships. Building customer relationships, however, is not a simple task—it requires strong communication skills and an in-depth knowledge about how your customers operate, their strategic direction, and how you can help them get there. This course provides insight into how you can better understand your customers, build credibility, and...

Don’t Only Go For the Big Fish

Overview/Description Many salespeople concentrate primarily on closing big deals. This Business Impact examines the value of keeping a mix of all size prospects in the sales pipeline. Target Audience Salespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles. Expected Duration (hours) 0.1 Lesson ObjectivesDon't Only Go for the Big Fish

Get It Together: Organizing Your Sales Approach

Overview/Description The challenges you face are many. Information overload, competing priorities, complex sales cycles all stand as significant obstacles. If you want to reach your targets you have to leverage tools, time, and self-knowledge to your advantage. This Business Impact explores some of the ways you can go about organizing your sales approach. Target Audience Experienced sales professionals interested in improving their ability to organize their sales approach Expected Duration (hours) 0.1 Lesson ObjectivesGet it Together: Organizing Your Sales Approach

Getting Your Head Around Pipeline Management

Overview/Description Staying on top of prospects in your pipeline helps you to keep business moving appropriately and alerts you to small issues before they turn into big problems. This Business Impact Series product follows a sales professional as he utilizes critical thinking skills to manage a closing issue with a prospect in his pipeline. Target Audience Experienced sales professionals who wish to improve their ability to manage their pipelines effectively Expected Duration (hours) 0.1 Lesson ObjectivesGetting Your Head around Pipeline Management

Initiating Discovery Meetings

Overview/Description A great discovery meeting can help you gain valuable insight into your prospect's business and vision, and clarity about how your products and services can help them achieve their goals. The start of the discovery meeting sets the tone not only for the rest of your conversation, but for the remainder of the sales process - as well as for the continuing business relationship that grows out of that first session. This Challenge Series exercise asks you to initiate a discovery meeting effectively, and then to navigate the conversation, questions, and even surprises that...

Introduction to Sales

Overview/Description Sales is arguably the most important function in any business, yet it's one of the most difficult areas to master and manage successfully. There are several common questions people ask about sales. What is the difference between sales and marketing? Why do consumers and organizations buy, and what drives their purchase decisions? What are the key competencies required for effective sales? This course highlights the important role that the sales function plays and describes how marketing and sales relate to each other. It outlines the roles and responsibilities of the...

Preparing for Successful Sales

Overview/Description Selling can be a demanding, even daunting task. How do you develop a persuasive sales pitch? What makes for an effective sales presentation? What do you do when customers raise objections during a sales pitch? How do you close a sale? This course provides insight into the answers to these questions while it teaches you how to prepare for and deliver effective sales presentations that will resonate with your target audience. You will learn techniques for negotiating during a sale, handling objections, and successfully closing a sale. Target Audience Anyone who wants to...

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