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Module 0: Introduction
10 Lessons -
Module 1: Time Management
14 Lessons-
StartModule Introduction & Goals
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StartTime is the Most Precious Resources for Sales Success
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StartThe Seven Top Drivers for Effective Time Management
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StartTime Management Routines
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StartTime Blocking
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StartSales Expert Chat with Ed Ross: Owning & Maximizing Your Day
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StartPrioritization
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StartSales Expert Chat with Matt Pittman: Email Distractions
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StartEliminating Distractions
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StartLearn to Say ‘No’
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StartQualifying Prospects
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StartDiscipline
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StartTime Management Self-Assessment
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StartTime Management Wrap up
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Module 2: Prospecting
20 Lessons-
StartModule Introduction & Goals
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StartThe WHO of prospecting
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StartSales Expert Chat with Will Barfield: Building an effective outreach cadence
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StartThe Ideal Customer Profile (ICP)
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StartSales Expert Chat with Kurt Merriweather: Prospect Personas
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StartPrioritizing your prospects
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StartThe WHAT of prospecting (the Strategy)
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StartCreating your value proposition
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StartSales Expert Chat with Donald Thompson: Personal value propositions
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StartCreating your elevator pitch
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StartThe HOW of prospecting
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StartThe work-back plan
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StartCustomized outreach with purpose
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StartThe power of the 500 lb phone
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StartCreative outreach methods
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StartHow to be a go-giver
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StartLeveraging existing relationships
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StartProspecting Quiz
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StartProspecting Exercises (Optional)
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StartProspecting Wrap-up
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Module 3: Discovery
14 Lessons-
StartModule Introduction & Goals
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StartWhat is Discovery?
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StartComponents of Discovery
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StartUncovering Needs
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StartSales Expert Chat with Galem Girmay: Understanding Discovery
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StartThe art & science of Identifying needs
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StartSales Expert Chat with Ashleigh Early: Inquiry vs. Qualification
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StartQualification
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StartIntroduction to active listening
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StartSales Expert Chat Sonya McBride: Active listening
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StartMatchmaking
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StartDiscovery Quiz
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StartDiscovery Exercise (Optional)
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StartDiscovery Wrap up
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Module 4: Demo
16 Lessons-
StartModule Introduction & Goals
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StartPeople Mapping
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StartMatchmaking capabilities and needs
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StartHighlighting Value
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StartSales Expert Chat with Shak Rashad: Story Selling
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Start3 Ps to a flawless virtual web demo
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StartSales Expert Chat with Donald Thompson: How to recover from a bad demo
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StartDemo Practice Tip
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StartEngaging in a remote environment
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StartProactive objection handling
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StartSales Expert Chat with Callie Mahlan: Handling objections
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StartAdding value to your demo
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StartSecuring next steps
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StartDemo Quiz
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StartDemo Exercises (Optional)
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StartDemo Wrap up
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Module 5: Pipeline Management
15 Lessons-
StartModule Introduction & Goals
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StartTools to manage prospects and customers
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StartDeveloping a sales process
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StartSales Expert Chat with Ryan Walsh: Why an effective pipeline strategy is critical to your sales success
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StartCustomer Journey Mapping
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StartOutcome Selling
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StartPipeline & Deal Management
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StartProspects vs. Suspects
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StartDriving Urgency Through The Sales Process
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StartThe Say-Do Ratio
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StartAccurate Sales Forecasting
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StartSales Expert Chat with Donald Thompson: Pipeline Management
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StartPipeline Management Quiz
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StartPipeline Management Exercises (Optional)
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StartPipeline Management Wrap up
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Module 6: Closing
12 Lessons-
StartModule Introduction & Goals
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StartClosing Tips
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StartClosing Techniques
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StartClosing Objections
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StartEveryone Wins Negotiations
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StartNext Level Questions
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StartSales Expert Chat with Mike Morgan: Keys to closing a sale
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StartTrust and Relationships
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StartSales Expert Chat with Donald Thompson: What it means to be a closer
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StartClosing Quiz
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StartClosing Exercise (Optional)
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StartClosing like a pro
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