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Solution Selling: Meeting an Active Need

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...

Strategic Sales Planning

Overview/Description Who are your target customers? What value propositions are you offering them and why? How do you plan effectively in order to maximize revenues and develop strong customer relationships? The use of strategic sales planning is one way to answer these important questions. Defining and developing an effective sales strategy is an essential part of any sales function and has a significant impact on the success or failure of sales initiatives. This course explores the importance of strategic sales planning, including the benefits associated with developing sales strategies. It...

Talking about the Competition

Overview/Description Gaining knowledge and insight about your competitors is essential in helping you differentiate your solution. But knowledge is not enough. You have to be able to communicate that knowledge skillfully in the sales conversation. This Business Impact explores tactics for communicating effectively about the competition. Target Audience Experienced sales professionals who wish to improve their skills at communicating about competitors during sales conversations Expected Duration (hours) 0.1 Lesson ObjectivesTalking about the Competition

Talking Value with Your Customers

Overview/Description You know that your solution is the best option for your client, but they might not know it – yet. This Business Impact Series product explores how to win a client over by capitalizing on shared values. Target Audience Sales professionals interested in improving their ability to use business insights about their own company to sell more effectively to customers Expected Duration (hours) 0.1 Lesson ObjectivesTalking Value with Your Customers

The Ethics of Gift Giving

Overview/Description For a sales organization, giving gifts to clients helps strengthen business relationships. But gift giving can create ethical dilemmas if not handled properly. This Business Impact explores the ethical considerations of gift giving. Expected Duration (hours) 0.1 Lesson ObjectivesThe Ethics of Gift Giving

The Proof Is in the Proposal

Overview/Description Your sales proposal is your foot in the door. It has to be clear. It has to address the client's need. And it has to stand out. So how should you approach it? This Challenge Series product explores strategies for drafting an engaging and effective sales proposal. The learner will assume the role of a sales professional in the network security industry. Target Audience Experienced sales professionals interested in improving their ability to craft an informative, effective sales proposal Expected Duration (hours) 0.2 Lesson ObjectivesThe Proof Is in the Proposal

Turning Obstacles into Opportunities

Overview/Description Objections, resistance, and questions can seem to halt the momentum of a sales meeting, but these obstacles are, in fact, buying signals that provide opportunities for forwarding the conversation. This Challenge Series exercise explores how to cope with sales roadblocks and help meet customers' needs. The learner plays the role of a sales representative for a network security software company. Target Audience Experienced sales professionals who wish to improve their ability to cope with resistance in the sales process Expected Duration (hours) 0.2 Lesson ObjectivesTurning...

Turning Potential Customers into Allies

Overview/Description Sales professionals must be adept at generating interest and helping customers see potential. But whose responsibility is it to maintain interest? This Challenge Series exercise explores how sales professionals can enlist and equip their customers as allies in a collaborative approach to foster interest and ultimately implement solutions. The learner plays the role of a sales representative for a software company specializing in retail grocery systems. Target Audience Experienced sales professionals who wish to improve their ability to generate interest in solutions and...

Using Competitive Selling Skills

Overview/Description To be ready to sell, you must be ready to compete. That means thinking about competitors – who they are, what they’re offering, and how they win customers. Once you’ve done this, you must communicate your competitive insight effectively to the customer. This Challenge Series product explores how you can draw on your knowledge of the competition to create and communicate a winning sales approach. You'll play the role of an account executive for a coffee company. Target Audience Experienced sales professionals who wish to improve their ability to sell competitively...

Using Customer Knowledge to Advance Sales

Overview/Description Successful sales professionals value knowledge and seek to use it in collaborative relationships with their customers. This Challenge Series exercise explores how to acquire customer information and knowledge and transform it into insights and solutions that are of genuine value to your customers. The learner plays the role of an account manager in a loyalty software company. Target Audience Experienced sales professionals who wish to improve their ability to acquire and use customer knowledge Expected Duration (hours) 0.2 Lesson ObjectivesUsing Customer Knowledge to...

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