Course Catalog: Sales and Business Development

HR and line leaders are looking carefully at levels of engagement, turnover, and other undesirable outcomes. According to Gallup, only 32% of employees in the U.S. and 13% of employees worldwide are engaged, meaning 'involved in, enthusiastic about, and committed to their work and workplace.' This workshop focuses on how energy management vs. time management can yield greater productivity and well-being while providing tangible strategies for personal energy application. (3 hour workshop)

Provides an introduction to sales, an overview of the sales pipeline, what a CRM system is and why it is important, essential sales tools, integrating sales and marketing efforts, aligning sales with the buyer's journey, the importance of ethics in sales, and basic sales communication tools.

How to transition from salesperson to sales manager, including how to manage a sales team effectively, common sales methodologies and how they work, five best practices for enabling your sales team, building an effective sales process, automating your sales processes, nurturing hunters and farmers on your team, how to structure your sales team, how to track and improve performance, setting realistic sales quotas, creating battle cards to enable your sales team, and the basics of creating a sales forecast.

Developing a proposal, 5 steps to prepare for a sales presentation, tailoring your presentation to an audience, making the most of your slides, winning sales presentation techniques, creating your sales narrative, the role of storytelling in sales, translating features into benefits, persuasion vs. manipulation in sales, and giving an effective product demonstration.

Introduces sales prospecting, what is it and techniques to use to reach out to prospects, how to analyze your competition, perfecting the cold call, effective warm calling in sales, connecting with prospects through social selling.

The best salespeople don't think they're running a territory or a list of accounts: they operate like they are running a business. This workshop helps salespeople focus on 90-day personal sales development plans designed to systematically grow their new business portfolio against the backdrop of an aggressive goal. (3 hour workshop)

Companies dedicating resources to develop their sales leadership are experiencing topline revenue gains of as much as 29%. They see the need to develop sales leaders that can solicit forward thinking commitments from their teams to improve overall sales execution. This workshop will help participants engage salespeople uniquely at each stage of a validated sales process. (3 hour workshop)