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Presentations that Get People Talking

Overview/Description Nothing can halt forward momentum in the sales cycle like a stale presentation. One-size-fits-all slide shows; long, droning lectures; exhaustive rundowns of features and capabilities – all great ways to lose an interested customer. If you want to keep your audiences engaged and intrigued, get them involved in your presentation. Target Audience Sales professionals interested in improving their ability to deliver sales presentations Expected Duration (hours) 0.1 Lesson ObjectivesPresentations That Get People Talking

Prospecting Strategically

Overview/Description You can achieve peak prospecting performance by identifying strategic targets, understanding customer issues, and conveying a powerful value proposition. This Challenge Series exercise explores how to use your prospecting strategy to isolate targets and to align your prospect's business issues to your value proposition. You'll play the role of a senior sales representative in a company that provides collaborative online boardroom solutions to executives. Target Audience Experienced sales professionals who wish to improve their ability to prospect strategically Expected...

Responding to News of a Lost Sale

Overview/Description No matter what your skill or prior success, you won't win every sale. The fact of the matter is sometimes your customers will go with the competition, or find a different way to address their needs. How you handle such a loss, however, will mark how you're viewed as a professional. This Challenge Series product explores how to constructively handle the loss of a sale. You'll assume the role of a sales representative for an information services company. Target Audience Experienced sales professionals who wish to improve their ability to deal with bad news and lost sales...

Strategic Sales Planning

Overview/Description Who are your target customers? What value propositions are you offering them and why? How do you plan effectively in order to maximize revenues and develop strong customer relationships? The use of strategic sales planning is one way to answer these important questions. Defining and developing an effective sales strategy is an essential part of any sales function and has a significant impact on the success or failure of sales initiatives. This course explores the importance of strategic sales planning, including the benefits associated with developing sales strategies. It...

The Ethics of Gift Giving

Overview/Description For a sales organization, giving gifts to clients helps strengthen business relationships. But gift giving can create ethical dilemmas if not handled properly. This Business Impact explores the ethical considerations of gift giving. Expected Duration (hours) 0.1 Lesson ObjectivesThe Ethics of Gift Giving

The Proof Is in the Proposal

Overview/Description Your sales proposal is your foot in the door. It has to be clear. It has to address the client's need. And it has to stand out. So how should you approach it? This Challenge Series product explores strategies for drafting an engaging and effective sales proposal. The learner will assume the role of a sales professional in the network security industry. Target Audience Experienced sales professionals interested in improving their ability to craft an informative, effective sales proposal Expected Duration (hours) 0.2 Lesson ObjectivesThe Proof Is in the Proposal

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 Persuasion Techniques to Boost Sales

Overview/Description Sales is a highly competitive field, and success relies on far more than the product or service being offered. This Business Impact focuses on five persuasion techniques that can put savvy salespeople on the leading edge. Target Audience Individuals who want to understand and develop their persuasion skills. Expected Duration (hours) 0.2 Lesson ObjectivesUsing Persuasion Techniques to Boost Sales

Working within the Sales Culture of Your Organization

Overview/Description How is your sales team organized? Do you know the goals, principles, and culture that drive your sales efforts? To succeed in sales, you must understand the importance of your sales culture and how it influences your overall sales effectiveness. This course provides an introduction to sales cultures and highlights their importance in today's competitive marketplace. It also examines the role of the salesperson in a winning sales culture, the attributes of an outstanding salesperson, and how to excel in virtually any sales culture. In addition, the course explores sales...

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