Overview/Description Regardless of how good your solution seems when you close your deal, sometimes implementation issues can't be avoided. This Business Impact Series product follows a sales professional as she deals with software implementation challenges in a client's heating and cooling company. Target Audience Experienced sales professionals who wish to improve their ability to manage challenges associated with implementing solutions Expected Duration (hours) 0.1 Lesson ObjectivesManaging Implementation Problems

Overview/Description For most sales professionals, prospecting for new customers and making those initial sales calls is a big part of their job. But that doesn't mean it's easy. Conducting prospecting calls is one of the most difficult skills to learn. Potential customers aren't always aware of their needs and often don't appreciate a stranger pointing out their problems. It's the job of the sales professional to recognize potential pain, approach each customer in a tactful and appropriate manner, determine the right solution, and present it in an engaging way that helps the customer make an...

Overview/Description One of the most difficult aspects of solution selling is managing active sales opportunities. Even though a need has already been expressed, there's a significant amount of research and planning required in order to determine the most effective way to approach the opportunity. This course provides a framework for dealing with active sales opportunities. The framework focuses on first qualifying opportunities in order to determine whether they're actually worth pursuing, and then diagnosing the customer's problem to determine the best solution. The course provides...