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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

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

Identifying and Managing Customer Expectations

Overview/Description Understanding your customers' expectations and behaviors is essential to implementing a successful customer-focused service approach. But how do you get to the core of what your customers truly value? This course explores what customers value from a service perspective and how to identify their needs and expectations. It also examines how you can use customer relationship management tools to help identify and manage customer expectations in order to maintain competitive advantage. Target Audience Managers and leaders who want to develop their skills for approaching and...

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...

Internal Customer Service

Overview/Description Do you know who your customers are? In a customer-focused company, everyone knows they are responsible for excellent external customer service, but who meets the needs of internal customers? Whether you realize it or not, when you do things to help other people within your company do their jobs better, you are providing internal customer service. Internal customer service occurs every time you or a colleague requires information or a service from someone else within the company, and the quality of that service often has a huge impact on the overall quality of service...

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...

ITIL® 2011 Edition Foundation: Continual Service Improvement

Overview/Description IT organizations should incorporate service improvement continually throughout the lifecycle of every service they provide to their customers. Within ITIL®, Continual Service Improvement (CSI) is a stage of the Service Lifecycle that provides IT organizations the tools and processes necessary to continually improve their services. This course is intended to help learners understand how CSI will improve the IT services they offer their customers. This course will assist the learner in preparing for the ITIL® Foundation certification examination and is aligned with the...

ITIL® 2011 Edition Foundation: Introduction to Service Operation

Overview/Description IT organizations must manage their day-to-day service operation according to their business objectives, so that their services are aligned with their business needs. Within the IT Infrastructure Library (ITIL®), Service Operation is a stage of the Service Lifecycle that helps IT organizations manage their daily operations to provide these IT services. This course is intended to help learners understand Service Operation within the Service Lifecycle. This course will assist the learner in preparing for the ITIL® Foundation Level certification examination and is aligned...

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