Sales Skills

In a roomful of distracted professionals, a polished, engaging Elevator Pitch is one of the best ways to make yourself and your business more memorable. A clear, concise, and personalized elevator pitch will allow your cross-referral network to:

·         Differentiate you from the pack

·         Think of you when referral opportunities arise

·         Help you grow an abundant roster of ideal clients

This 2-hour online real-time course will teach students how to craft a winning Elevator Pitch. At the conclusion of the course, students will have:

·         A rehearsed and polished 45-second elevator pitch

·         A new understanding of how to position (or re-position) their business

·         A toolkit of marketing language describing key aspects of their business that can be re-assembled for other purposes and settings

·         A template for building and improving their future elevator pitches

·         Awareness of the foundational elements that make up a comprehensive brand platform

Sales is a complicated, multi-disciplinary, and often frustrating profession. It’s filled with uncertainty, so the last thing a growth-oriented salesperson needs is tool kit that slows them down, muddies the waters, or doesn’t conform to their real-world tasks. A High-functioning Sales Pipeline saves your company time and money by harmonizing many of these components, including:

1. Streamlining sales meetings
2. Building your daily sales call list
3. Documenting the outcome of each call, including your action plan for following-up
4. Tracking every sales activity so that overall sales productivity can be measured and assessed
5. Outlining your goals for your next call with each Prospect and Lead
6. Simplifying handoffs

In this 4-hour online real-time course students will learn how to assemble a High-functioning Sales Pipeline that reflects the needs of a professional services firm. At the conclusion of the course, students will have:

• A scorecard for translating weekly sales activities into a single sales productivity score
• An overview of the current state of sales technology (CRMs, dialers, more)
• A method for tracking the routines, activities, and actions that keep your Sales Pipeline full
• An understanding of the value of creating and maintaining a ‘sales conversion checklist’
• A framework for building or upgrading your own High-functioning Sales Pipeline

Our Sales Excellence course will boost your daily, monthly, and quarterly sales productivity, improving your sales performance year-to-year. The course de-mystifies the entire sales process, revealing how top-sellers prepare their calls, set and track their goals, develop their pitches, and close new business. You’ll learn how to integrate sales data, prospecting activities, and process iteration into a unified sales program that will continuously level-up your individual and sales team productivity.

This 14-hour online real-time course teaches a system of selling that will be useful for the remainder of your business career.

Here’s an outline of what will be covered in this course:

• Empathy, Inquiry, and Making Your Prospects Successful
• Anatomy of a Cold Call
• Creating and Using a Relationship Action Plan
• Meaningful, Actionable Reporting
• Becoming Tougher, Calmer, and more Resilient
• Closing Deals and Getting to the Yes

At the conclusion of this course, you will have gained:

• A functional understanding of advanced Business Development concepts
• A set of daily sales routines
• A framework for iterating sales data management and workflows
• An insider view of what happens on the sales floor
• A toolkit for selling with confidence