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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...

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...

Managing Implementation Problems

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

Negotiating Contract Terms

Overview/Description The most successful negotiators strive to achieve win-win results. This Challenge Series exercise explores the obstacles to negotiation and the various techniques that can be used to reach a collaborative solution. Target Audience Professionals in non-managerial roles who wish to enhance their negotiation skills and knowledge Expected Duration (hours) 0.2 Lesson ObjectivesNegotiating Contract Terms

Negotiating with Your Customer

Overview/Description What skills make you a successful negotiator? Is it eloquence, cunning? Being quick-witted and fast talking? These skills may help in some situations, but effective negotiating always requires preparation, empathy, patience, and a sincere effort to reach an agreement that benefits both sides. In this Challenge Series product, you play the role of a sales professional negotiating with a customer. The customer throws up some challenges, which you must address effectively in order to arrive at a workable arrangement. Target Audience Experienced sales professionals who wish...

Negotiation Skills for Sales Professionals: Preparing to Negotiate

Overview/Description Effective sales negotiation skills are essential for any successful sales professional. However, being able to maximize the value of your proposal for both you and your customer isn't an easy task. This course provides direction on how to use a strategic negotiation process to strike effective, long-lasting, and profitable sales agreements with your customers. It focuses on the preparation stage of the process: setting clear objectives, prioritizing your concessions, and preparing thoroughly before you initiate negotiations. And it shows you how to conduct research in...

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