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Selling is one of the most important and oldest professions, and it is a highly marketable skill for the majority of consulting, management, and executive positions. In fact, sales is the starting point for many business careers. In this course, you will learn how to "sell" to senior executives in businesses.
In this course, you will :
- Understanding of the role of marketing and how business unit decisions impact the marketing function
- Compare and contrast enterprise buyer behavior versus consumer buyer behavior
- Understand how enterprise buyer behavior and marketing plan decisions dictate the selling effort
- Understand the sales funnel concept and how opportunity management drives revenue
- Explain the processes of demand generation and customer acquisition
- Conduct prospecting exercises using industry-proven methodologies and cadences
- Understand the enterprise sales conversation framework
- Explain the keys to success in the first few minutes of a sales conversation
- Understand the various questioning & discovery methodologies
- Explain the keys to successfully presenting value proposition
- Explain the processes and methods for handling objections and gaining commitment
- Analyze and conduct enterprise sales conversations
