Module 1 - Sales Management-Lesson 1 - Sales Operational Variables: Sales Force, Territories, Customers, Accounts
Video 0 - Introduction to Course 3
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Video 1 - Planning your sales: Operational variables
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Planning your sales: Operational variables
Module 1 - Sales Management-Lesson 2 - Key Account Management: Structuring Sales to Manage Special Customers
Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 1
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How to Succeed at Key Account Management
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School
The Flaw in Customer Lifetime Value
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 2
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Key Account Management
Module 1 - Sales Management-Lesson 3 - The Leadership Role in Sales
Video 1 - The Leadership Role in Sales
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The 7 Attributes of the Most Effective Sales Leaders
Looking beyond technology to drive sales operations
Module 1 - Sales Management-Lesson 4 - Sales Training (Interview)
Video 1 - The Strategizer: Episode 10
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Getting more from your training programs
Module 1 - Sales Management-Lesson 5 - Resource Allocation in Sales
Video 1 - Resource Allocation
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BCG Classics Revisited: The Growth Share Matrix
Selling Power Magazine - 500 Largest Sales Forces in 2016.
Module 1 - Sales Management-Lesson 6 - Performance Management
Video 1 - Performance Management
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The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why
Module 1 - Sales Management-Lesson 7 - Post-sales Framework
Video 1 - Post-sales Framework
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Infographic: Customer acquisition vs. retention costs
Relationship Selling May Feel Good But It Doesn’t Really Work
Selling is not about relationships
Video 2 - Closing Module 1: Sales Management
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Module 2 - Selling Models and Frameworks-Lesson 1 - Consultative Selling Model
Video 1 - Consultative Selling Model
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Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople
Module 2 - Selling Models and Frameworks-Lesson 2 - Customer Centric Model
Video 1 - Customer Centric Model
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Customer-Centric Model
Module 2 - Selling Models and Frameworks-Lesson 3 - PSS Model (Professional Selling Skills)
Video 1 - PSS Model (Professional Selling Skills)
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Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts
Video 2: PSS – Presentation & Objections handling
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Who Duplicates Success Better Than Xerox?
Video 3 - PSS - Closing
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Module 2 - Selling Models and Frameworks-Lesson 4 - Relationship Selling Model
Video 1 - Relationship Selling Model
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5 Amazing Ways to Build Rapport During B2B Sales Calls
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors
Module 2 - Selling Models and Frameworks-Lesson 5 - SPIN Selling
Video 1 - SPIN Selling P1
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Spin Selling - A Summary. Selling & Persuasion Techniques.
Video 2 - SPIN Selling P2
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If you are not SPIN selling is time to start.
Module 2 - Selling Models and Frameworks-Lesson 6 - The 3 Stages of a Sales Call (Interview)
Video 1 -The three stages of a Sales call
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Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.
Module 2 - Selling Models and Frameworks-Lesson 7 - The Miller-Heiman model
Video 1 - Conceptual Selling - Miller-Heiman Model
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7 Popular Sales Methodologies Summarized
Reviewing Basics of Conceptual Selling
Video 2 - Closing Module 2: Selling Models and Frameworks
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module 3 - Soft Skills-Lesson 1 - Communication – Listening Skills, Presentation Skills, Cognitive Bias, Body Language, NLP Topics
Video 1 - Cognitive Bias and communications
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Cognitive Bias and communication
Video 2 - Influence and Sales
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Influence and Sales
Video 3 - Body Language
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Body Language
Video 4 - NLP Topics
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NLP Topics
module 3 - Soft Skills-Lesson 2 - Physiological & Psychological Aspects
Video 1 - Physiological variables and how thay affect Sales
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Physiological variables and how they affect Sales
Video 2 - Psychological variables and how they affect Sales
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Psychological variables and how they affect Sales
module 3 - Soft Skills-Lesson 3 - Customer Engagement
Video 1 - Customer Engagement
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B2Bs' Customer Base at Risk
module 3 - Soft Skills-Lesson 4 - Negotiation (Interview)
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro
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Top five sales negotiations mistakes
module 3 - Soft Skills-Lesson 5 - Sales Closing
Video 1 - Sales Closing
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Close the Sale: Techniques
Why sales reps talk too much
Video 2 - Closing Module 3: Soft Skills
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Module 4 - Strategic Sales Management In Action – the journey goes on-Lesson 1 - Communication – Listening Skills, Presentation Skills, Cognitive Bias, Body Language, NLP Topics
Video 1 - Course 3: Assignment developing process
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Video 2 - Course 3: Assignment developing process
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