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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 and Leading Your Sales Team

Overview/Description Though easily formed, teams do not readily emerge as a cohesive and functioning group. Instead, they progress through a series of phases as individuals acclimate to each other and the challenges they must face together. This Business Impact focuses on a particularly difficult phase of team development: storming. 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 ObjectivesStorming: Developing and Leading Your Sales Team...

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

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...

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 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

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