Sales Curriculum

Sales Foundations includes topics:
Educating and Collaborating with Customers
Prospecting: Panning for Sales Gold
The Discovery Meeting: Starting Off on the Right Foot
The Value Proposition: Getting Your Pitch Right
Turning Objection into Opportunity during a Sales Call
Negotiating Well and Going for the Close
Don't Only Go for the Big Fish
The Ethics of Gift Giving
Using Persuasion Techniques to Boost Sales
Get it Together: Organizing Your Sales Approach
Presentations That Get People Talking
Building Momentum in Discovery Meetings
Appealing to Prospects
Getting Your Head around Pipeline Management
Initiating Discovery Meetings
The Proof Is in the Proposal
Using Customer Knowledge to Advance Sales
Prospecting Strategically
Responding to News of a Lost Sale
Talking Value with Your Customers
Dealing with Questions, Objections, and Resistance
Dealing with Negotiation Challenges
Negotiating Contract Terms
Communicating Your Company's Value
Turning Obstacles into Opportunities
Negotiating with Your Customer
Effective Cold Calling
Prompting Action through Focused Communication
Regaining Your Customer's Trust
Talking about the Competition
Responding to Bad News
Communicating a High-impact Business Case
Making the Cold Call
Getting Organized to Meet Your Sales Goals
Making Contact: Access Strategies
Managing a Sales Pipeline
Demonstrating Business Acumen
Selling with Trust
Using Competitive Selling Skills
Aligning Your Business Case to Customer Priorities
Effective Sales Coaching
Sales Management includes topics:
Storming: Developing and Leading Your Sales Team
Sales Support Roles for Better Customer Interaction
Succeeding in Account Management
Gaining Access through Cold Calls
Overcoming Resistance to Coaching
Strategic Account Sales Skills includes topics:
Selling to Key Players
Planning for Effective Selling
Building Profitable Customer Relationships
Crafting Sales Strategies
Performance Payout Plans
Sales and Marketing: Two Sides of the Same Coin?
Connecting the Dots: Insightful Account Management
Succeeding in Account Management
Solution Selling includes topics:
Turning Potential Customers into Allies
Preparing to Implement Solutions
Managing Implementation Problems
Connecting Customers and Solutions