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Explore Our Sales & Service Program

Territory Selling Strategies

πŸ”˜Β Optimizing Your Time

πŸ”˜Managing Your Territory

πŸ”˜Β Managing Your Sales Funnel

πŸ”˜Β Managing Your Accounts

Strategic Prospecting

πŸ”˜Β Gathering Information, Getting Referrals, and Prequalifying

πŸ”˜Β Planning for Contact

πŸ”˜Β Making Contact:Β  Executing the Call and Handling Objections

πŸ”˜Β Following Through

Consultative Skills

πŸ”˜Β The Selling Process and Driving Principles

πŸ”˜Β Fundamental Selling Skills

πŸ”˜Β Handling Objections

πŸ”˜Β Opening and Concluding Sales Calls

πŸ”˜Β Advancing the Sale: Capability Statements

πŸ”˜Β Exploring Needs, Consequences,
and Payoffs

πŸ”˜Β Exploring Options

πŸ”˜Β Presenting Solutions

πŸ”˜Β Closing the Sale

Presenting with Impact

πŸ”˜Delivering Effective Presentations

πŸ”˜Presentation Skills

πŸ”˜Presentation Tools

πŸ”˜Handling Challenging Situations

πŸ”˜Team Presentations

Masterful Presentations

πŸ”˜Crafting Your Message

πŸ”˜Connecting with the Audience

πŸ”˜Enhancing Your Delivery

πŸ”˜Adapting in the Moment

Sales Negotiations

πŸ”˜Avoiding Classic Negotiation Mistakes

πŸ”˜Knowing Myself and My Customer in a Negotiation

πŸ”˜Preparing for and Conducting the Negotiation

πŸ”˜Power and Challenges in Negotiation

πŸ”˜Negotiation Simulation

Senior-Level Selling:
Achieving Business Results with Impact

πŸ”˜Talking Business Strategy with Customers

πŸ”˜Developing Conversation Strategies for Senior-Level Customers

πŸ”˜Conducting Conversations at the Senior Level

πŸ”˜Talking Results with Customers

πŸ”˜Winning Through Sales Innovation

Dynamic Selling:
Advanced Relationship Management Skills That Deliver Results

πŸ”˜Introduction to Dynamic Selling

πŸ”˜Thinking Strategically

πŸ”˜Advancing the Relationship

πŸ”˜Leveraging Information

πŸ”˜Orchestrating Resources

Planning for Key Accounts and Tool Kit

πŸ”˜Introduction

πŸ”˜Gather Information

πŸ”˜Analyze the Situation

πŸ”˜Identify Opportunities

πŸ”˜Develop Account Goals and Action Plans

πŸ”˜Implement the Plan

Account Team Leadership

πŸ”˜Team Buy-In

πŸ”˜Team Development

πŸ”˜Team Mobilization

Planning for Premier Accounts

πŸ”˜Introduction

πŸ”˜Your Account Plan

πŸ”˜Your Opportunity Plan

πŸ”˜Putting Plans to Work

Executive Selling Skills

πŸ”˜Financial Fundamentals

πŸ”˜Talking Business Strategy

πŸ”˜Developing Conversation Strategies

πŸ”˜Conducting Conversations with Executives

πŸ”˜Talking Results with Clients

πŸ”˜Winning Through Sales Innovation

Managing Consultative Skills

πŸ”˜The Consultative Selling Process
and Skills

πŸ”˜Providing Feedback on Consultative Skills

πŸ”˜Coaching for Effective Sales Calls

Leading an Effective Sales Force

πŸ”˜Refining Your Leadership Approach

πŸ”˜Focusing Upstream

πŸ”˜Building a High-Performance Climate

Coaching in Context

πŸ”˜Coaching in Context: The Process

πŸ”˜Territory Planning

πŸ”˜Consultative Skills

πŸ”˜The Sales Funnel

πŸ”˜Large Sales Opportunities

πŸ”˜Key Account Strategies

πŸ”˜Executive Selling Situations

Strategic Sales Management

πŸ”˜Building Internal Relationships to Serve Customers

πŸ”˜Developing a Sales Force Strategy

πŸ”˜Aligning Your Salespeople with a Strategy

πŸ”˜Conducting Effective Sales Meetings

Sales Skills Assessment for Salespeople

Competency Areas

πŸ”˜Knows products and services

πŸ”˜Knows markets

πŸ”˜Finds sales opportunities

πŸ”˜Plans and strategizes

πŸ”˜Identifies and meets customer needs

πŸ”˜Negotiates effectively

πŸ”˜Orchestrates resources

πŸ”˜Demonstrates results for customers

πŸ”˜Builds long-term relationships

Results AreasΒ 

πŸ”˜Business results

πŸ”˜Customer satisfaction

Rater Types Β 

πŸ”˜Self

πŸ”˜Colleague

πŸ”˜Manager

πŸ”˜Customer

Competency AreasΒ Β 

πŸ”˜Leading strategically

πŸ”˜Developing talent

πŸ”˜Building a high-performance climate

πŸ”˜Ensuring process discipline

πŸ”˜Cultivating customer relationships

Rater Types

πŸ”˜Self

πŸ”˜Manager

πŸ”˜Direct Report

Sales Skills Assessment for Sales Managers

Service Capabilities

Achieving Service Excellence

πŸ”˜The Case for Customer Service

πŸ”˜Service Expectations

πŸ”˜Service Delivery

πŸ”˜Service Recovery

πŸ”˜Master Seminar: Managing Stress in Difficult Situations

πŸ”˜Creating Customer Value: Building Better Service Relationships

Managing Service Excellence

πŸ”˜Keys to Managing Service Excellence

πŸ”˜Identify Customer Expectations

πŸ”˜Set and Communicate Customer-Focused Service Standards

πŸ”˜Coach People to Deliver Exceptional Service

πŸ”˜Build Employee Commitment to Service Excellence

πŸ”˜Service Coach’s Guide

Sales Through Service

πŸ”˜Introduction to Sales Through Service

πŸ”˜Transition to the Sale

πŸ”˜Advance the Sale

πŸ”˜Close the Sale

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