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Appealing to Prospects

Overview/Description Successful prospecting opens the door to the sales process. It involves taking that first step with a potential customer. To be good at it, you've got to hook prospects by leading with issues that concern them, and reel them in with an appealing proposition to solve those issues. You want them to say "I'd like to meet with you again." This Business Impact explores how to prospect effectively – and persevere with a contact if your first try isn't successful. Target Audience Experienced sales professionals who wish to improve their ability to prospect effectively Expected...

Building Momentum in Discovery Meetings

Overview/Description "Ask before you tell" – that's the prime directive of the discovery meeting. During this meeting, you aim to find out key information about the customer, establish your credibility, and build momentum. This Business Impact Series product explores how to conduct a discovery meeting that sets you on course for a positive relationship with the customer. Target Audience Experienced sales professionals who wish to improve their ability to conduct discovery meetings Expected Duration (hours) 0.2 Lesson ObjectivesBuilding Momentum in Discovery Meetings

Building relationships

Overview/Description Building profitable relationships with customers requires effort and dedication. This impact explores techniques for creating positive customer experiences. Target Audience All customer-facing individuals Expected Duration (hours) 0.1 Lesson ObjectivesBuilding Profitable Customer Relationships

Communicating a High-Impact Business Case

Overview/Description An effective business case provides a compelling picture of how your solution will drive a customer’s business results. It translates the benefits of your solution into measurable outcomes that appeal to different viewpoints within your customer’s company – whether it’s the finance manager, the IT manager, or the CEO. This Business Impact follows a sales professional as she communicates the business case for her data analytics solution to individuals at a financial services company. Target Audience Experienced sales professionals who wish to improve their ability...

Communicating Your Company’s Value

Overview/Description How successful are you at selling your company's value? Think about it. It takes ongoing research – like you do with your customers – to understand your company's value in all its dimensions – from its products and services to its approach to innovation, its strategic direction, and the people and leaders who drive its success. This Challenge Series exercise explores how to be successful at selling your company's value. Taking the role of a sales professional, the learner must articulate value to an important customer in a way that aligns with the needs and goals of...

Connecting Customers and Solutions

Overview/Description Preparing for your interactions with a strategic mindset is essential in connecting your customer to your solution. You must be able to communicate your vision using positioning, trust, and insight. This Business Impact explores some of the ways you can build your customer's interest by invoking a collaborative approach that helps the customer recognize how much value you can bring to their business goals and efforts. It follows a sales professional who sees the potential to extend her company's survey tool solution to meet new customer objectives. Target Audience...

Crafting Sales Strategies

Overview/Description Successful sales initiatives often require rapid responses to opportunities. This challenge focuses on strategies for making rapid in-roads into available markets. Expected Duration (hours) 0.2 Lesson ObjectivesCrafting Sales Strategies

Dealing with Negotiation Challenges

Overview/Description It's a fact of business life that most deals aren't made from the initial proposal. Most of the time, negotiation is necessary to come to an agreement that works for the customer and the vendor alike. This Business Impact Series product follows a negotiation between a customer and a sales professional for a retail payment processing program. Target Audience Experienced sales professionals who wish to improve their ability to deal with negotiation challenges Expected Duration (hours) 0.1 Lesson ObjectivesDealing with Negotiation Challenges

Dealing with Questions, Objections, and Resistance

Overview/Description If you want to set yourself apart from other sales professionals, there are some good techniques you can use to further your sales efforts when an objection arises. This Business Impact explores techniques for dealing with customer questions, objections, and resistance, illustrated in a sales conversation about an enterprise-wide business process software solution. Target Audience Experienced sales professionals interested in improving their ability to deal with questions, objections, and resistance from educated buyers. Expected Duration (hours) 0.1 Lesson...

Demonstrating Business Acumen

Overview/Description Business acumen is an essential quality of the successful sales professional that transcends industry knowledge. It embodies strategic thinking, focused communication, and action orientation combined with insight, keenness, and quickness. This Challenge Series product explores strategies for demonstrating business acumen in sales situations. You will assume the role of a sales consultant in the energy management industry. Target Audience Experienced sales professionals who wish to improve their ability to demonstrate business acumen Expected Duration (hours) 0.2 Lesson...

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