Module 1 - Sales intelligence -Lesson 1 - From traditional to strategic sales planning process – Why intelligence matters.
Vídeo 0 - Introduction to Course 2
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Video 1 - Traditional Sales
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Competitive Intelligence
Tradicional Sales
Video 2 - Strategic Sales
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Strategic Sales
Module 1 - Sales intelligence -Lesson 2 - Sales intelligence
Video 1 - Importance of informed decision making
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On the importance of informed decision making
Module 1 - Sales intelligence -Lesson 3 - The intelligence cycle (Part 1): The Intelligence Problem Definition in Sales
Video 1 - The Intelligence Problem Definition in Sales
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The Intelligence Problem Definition in Sales
Video 2 - The Information Gathering Cycle
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The Information Gathering Cycle
Module 1 - Sales intelligence -Lesson 4 - The intelligence cycle (Part 2) - KIT & KIQs: Key Intelligence, Topics and Questions, Analysis & Insights, Dissemination
Video 1 - The Intelligence Cycle
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The Intelligence Cycle
Video 2 - KIT & KIQs
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KIT & KIQs
Video 3 - Information Gathering
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Information Gathering
Video 4 - Analysis
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Analysis
Video 5 - Dissemination
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Dissemination
Module 1 - Sales intelligence -Lesson 5 - Sales Intelligence Tools and Techniques
Sales Intelligence Tools and Techniques
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Sales Intelligence Tools and Techniques
Vídeo 2 - Closing Module 1: Sales Intelligence
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Module 2 - Applying intelligence to understand your strategic context -Lesson 1 - On Strategy and sales through intelligence analysis.
Video 1 - Relationship between Sales and Strategy
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Relationship between Sales and Strategy
Video 2 - The role of sales
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The role of Sales
Module 2 - Applying intelligence to understand your strategic context -Lesson 2 - The complexities of the broad external environment.
Video 1 - How the external environment shape the sales potential
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How the external environment shapes the sales potential
Video 2 - The complexity of the external environment
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The Complexity of the External Environment
Video 3 - Monitoring Approaches
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Monitoring Approaches
Module 2 - Applying intelligence to understand your strategic context -Lesson 3 - Implications of external forces and variables in competitive analysis.
Video 1 - Implications of external changes in competitive strategy
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Implications of external changes in competitive strategy
Video 2 - On the need to adjust strategy
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The need to introduce changes in the strategies
Module 2 - Applying intelligence to understand your strategic context -Lesson 4 - Internal analysis and implications on sales.
Video 1- Internal analysis and implications on sales
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Internal analysis and implications on sales
Module 2 - Applying intelligence to understand your strategic context -Lesson 5 - Bridging the gap between strategy and sales by applying intelligence analysis.
Video 1 - Bridging the gap between strategy and sales by applying intelligence analysis
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Bridging the gap between strategy and sales by applying intelligence analysis
Video 2 - Closing module 2: Applying intelligence to understand your strategic context
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Module 3 - Intelligence analysis for sales: Analytical tools and techniques -Lesson 1 - Analytical Techniques
Video 1 - On the importance of analytical tools
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Importance of analytical tools
Video 2 - 5 Forces Analysis
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5 Forces analysis
Video 3 - STEEP Analysis
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Steep Analysis
Video 4 - 4 Corners Analysis - Oriented to Competitors
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Corners Analysis - Oriented to competitors
Video 5 - 4 Corners Analysis – Oriented to Clients
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4 Corners Analysis – Oriented to Clients
Video 6 - Value Chain Analysis
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Value Chain Analysis
Video 7 - VRIO Analysis
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VRIO Analysis
Video 8 - Demand estimation
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Demand estimation
Video 9 - Probability of Victory Analysis
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Probability of Victory Analysis
Video 10 - Win Loss Analysis
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Win-Loss Analysis
Module 3 - Intelligence analysis for sales: Analytical tools and techniques -Lesson 2 - Integrating outcomes: Synthetize intelligence analysis into sales planning
Video 1 - Integrating outcomes: Synthetize intelligence analysis into sales planning
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Integrating intelligence analysis outcomes to sales planning
Module 3 - Intelligence analysis for sales: Analytical tools and techniques -Lesson 3 - Advanced analytical Techniques
Video 1 - War Game
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War Game
Video 2 - Closing Module 3: Applying intelligence to understand your strategic context
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Module 4 - Strategic sales Management in action – joining intelligence in your journey -Lesson 1 - Case analysis: A real-world case to serve as a business context for the mini-project.
Video 1 - Course 2 in Review
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Video 2 - Assingment developing process
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CASE HELVETIA BRAZIL - SALES DECISIONS