Sales and Marketing

  1. Core Sales Principles and Strategies
    1. Sales Methodologies and Frameworks
      1. Solution Selling
        1. Customer Problem Identification
          1. Solution Development Process
            1. Value Demonstration
              1. Implementation Planning
              2. SPIN Selling
                1. Situation Questions
                  1. Problem Questions
                    1. Implication Questions
                      1. Need-Payoff Questions
                      2. The Challenger Sale
                        1. Teaching for Differentiation
                          1. Tailoring for Resonance
                            1. Taking Control of the Sale
                              1. Commercial Teaching
                              2. Consultative Selling
                                1. Trust Building Strategies
                                  1. Collaborative Problem Solving
                                    1. Advisory Relationship Development
                                      1. Long-Term Partnership Focus
                                      2. Value Selling
                                        1. Value Identification and Quantification
                                          1. ROI Calculation and Presentation
                                            1. Business Case Development
                                              1. Economic Impact Analysis
                                              2. MEDDIC Sales Process
                                                1. Metrics Identification
                                                  1. Economic Buyer Identification
                                                    1. Decision Criteria Understanding
                                                      1. Decision Process Mapping
                                                        1. Pain Point Identification
                                                          1. Champion Development
                                                        2. The Sales Process Framework
                                                          1. Prospecting and Lead Generation
                                                            1. Prospect Identification Strategies
                                                              1. Ideal Customer Profile Matching
                                                                1. List Building and Research
                                                                  1. Referral Generation
                                                                    1. Networking and Relationship Building
                                                                    2. Cold Outreach Strategies
                                                                      1. Cold Calling Techniques
                                                                        1. Cold Email Campaigns
                                                                          1. Social Selling Approaches
                                                                            1. Multi-Channel Outreach
                                                                            2. Social Selling
                                                                              1. LinkedIn Prospecting
                                                                                1. Social Listening and Monitoring
                                                                                  1. Content Sharing and Engagement
                                                                                    1. Relationship Building Online
                                                                                  2. Lead Qualification
                                                                                    1. Qualification Frameworks
                                                                                      1. BANT Framework
                                                                                        1. Budget Assessment
                                                                                          1. Authority Identification
                                                                                            1. Need Validation
                                                                                              1. Timeline Establishment
                                                                                              2. MEDDIC Framework Application
                                                                                                1. CHAMP Framework
                                                                                                  1. FAINT Framework
                                                                                                  2. Discovery and Needs Assessment
                                                                                                    1. Questioning Techniques
                                                                                                      1. Active Listening Skills
                                                                                                        1. Pain Point Identification
                                                                                                          1. Stakeholder Mapping
                                                                                                        2. Solution Presentation
                                                                                                          1. Presentation Planning and Preparation
                                                                                                            1. Product Demonstrations
                                                                                                              1. Live Demo Best Practices
                                                                                                                1. Virtual Demo Strategies
                                                                                                                  1. Demo Customization
                                                                                                                    1. Technical Demo Support
                                                                                                                    2. Sales Pitch Development
                                                                                                                      1. Storytelling in Sales
                                                                                                                        1. Value Proposition Presentation
                                                                                                                          1. Competitive Differentiation
                                                                                                                            1. Objection Prevention
                                                                                                                          2. Objection Handling
                                                                                                                            1. Common Objection Types
                                                                                                                              1. Price and Budget Objections
                                                                                                                                1. Product Fit Objections
                                                                                                                                  1. Timing and Urgency Objections
                                                                                                                                    1. Authority and Decision-Making Objections
                                                                                                                                    2. Objection Handling Strategies
                                                                                                                                      1. Listen and Acknowledge
                                                                                                                                        1. Clarify and Understand
                                                                                                                                          1. Respond with Evidence
                                                                                                                                            1. Confirm Resolution
                                                                                                                                          2. Negotiation and Closing
                                                                                                                                            1. Negotiation Preparation
                                                                                                                                              1. BATNA Development
                                                                                                                                                1. Concession Planning
                                                                                                                                                  1. Value Stacking
                                                                                                                                                  2. Negotiation Tactics
                                                                                                                                                    1. Win-Win Negotiation
                                                                                                                                                      1. Anchoring Strategies
                                                                                                                                                        1. Concession Management
                                                                                                                                                          1. Deadline Management
                                                                                                                                                          2. Closing Techniques
                                                                                                                                                            1. Trial Close Methods
                                                                                                                                                              1. Assumptive Close
                                                                                                                                                                1. Summary Close
                                                                                                                                                                  1. Urgency and Scarcity Close
                                                                                                                                                                2. Post-Sale Activities
                                                                                                                                                                  1. Customer Onboarding
                                                                                                                                                                    1. Implementation Support
                                                                                                                                                                      1. Relationship Maintenance
                                                                                                                                                                        1. Expansion Opportunities
                                                                                                                                                                          1. Upselling Strategies
                                                                                                                                                                            1. Cross-Selling Opportunities
                                                                                                                                                                              1. Account Growth Planning
                                                                                                                                                                          2. Sales Team Structure and Management
                                                                                                                                                                            1. Sales Organization Models
                                                                                                                                                                              1. Geographic Territory Model
                                                                                                                                                                                1. Product-Based Organization
                                                                                                                                                                                  1. Market Segment Organization
                                                                                                                                                                                    1. Account-Based Organization
                                                                                                                                                                                    2. Sales Roles and Responsibilities
                                                                                                                                                                                      1. Sales Development Representatives (SDRs)
                                                                                                                                                                                        1. Lead Generation and Qualification
                                                                                                                                                                                          1. Appointment Setting
                                                                                                                                                                                            1. Pipeline Development
                                                                                                                                                                                              1. SDR Metrics and KPIs
                                                                                                                                                                                              2. Account Executives (AEs)
                                                                                                                                                                                                1. Deal Management and Closing
                                                                                                                                                                                                  1. Customer Relationship Management
                                                                                                                                                                                                    1. Revenue Generation
                                                                                                                                                                                                      1. AE Metrics and KPIs
                                                                                                                                                                                                      2. Account Managers
                                                                                                                                                                                                        1. Customer Success and Retention
                                                                                                                                                                                                          1. Account Growth and Expansion
                                                                                                                                                                                                            1. Renewal Management
                                                                                                                                                                                                              1. Customer Advocacy
                                                                                                                                                                                                              2. Sales Engineers
                                                                                                                                                                                                                1. Technical Sales Support
                                                                                                                                                                                                                  1. Product Demonstrations
                                                                                                                                                                                                                    1. Solution Design
                                                                                                                                                                                                                      1. Technical Objection Handling
                                                                                                                                                                                                                    2. Sales Management and Leadership
                                                                                                                                                                                                                      1. Sales Team Hiring and Onboarding
                                                                                                                                                                                                                        1. Sales Training and Development
                                                                                                                                                                                                                          1. Performance Management
                                                                                                                                                                                                                            1. Sales Coaching and Mentoring
                                                                                                                                                                                                                              1. Compensation and Incentive Design

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                                                                                                                                                                                                                          Go to top

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                                                                                                                                                                                                                          5. Sales and Marketing Alignment (Smarketing)