Programm
B2B Sales Professional
The full business-to-business sales cycle. You learn to find prospects, understand needs, present value, handle objections, negotiate and close, forecast, and manage key accounts.
- Kurse
- 8 Kurse
- Im eigenen Tempo
- 49 Std. 19 Min.
Kurse in diesem Programm
Diese Reihenfolge empfehlen wir. Sie können mit jedem Kurs beginnen.
- 1Online, im eigenen TempoVertrieb und Marketing
Prospecting and Lead Generation
Filling the pipeline systematically rather than hoping. Covers ideal customer profiling and targeting, research and list building, outbound channels including cold calling, email and social selling, inbound and referral…
4 Std.Kostenlos - 2Online, im eigenen TempoVertrieb und Marketing
Discovery and Needs Analysis
The sales skill with the highest return: understanding the customer properly before proposing anything. Covers questioning frameworks, uncovering consequences and quantifying impact, mapping decision processes and…
5 Std. 23 Min.Kostenlos - 3Online, im eigenen TempoVertrieb und Marketing
Consultative Selling Fundamentals
Selling by understanding the customer rather than pitching at them. Covers the shift from product selling to consultative selling, buyer psychology and the modern buying journey, building credibility and trust,…
3 Std. 53 Min.Kostenlos - 4Online, im eigenen TempoVertrieb und Marketing
Value Propositions and Solution Presentation
Turning what you learned in discovery into a proposition the buyer can act on. Covers constructing a value proposition, differentiation, building a business case, structuring and delivering a presentation, writing…
5 Std. 52 Min.Kostenlos - 5Online, im eigenen TempoVertrieb und Marketing
Handling Objections
Responding to resistance without becoming defensive or adversarial. Covers what objections actually signal, a method for handling any objection, the specific responses to price, timing, competitor and authority…
5 Std. 57 Min.Kostenlos - 6Online, im eigenen TempoVertrieb und Marketing
Negotiation and Closing
Reaching agreement without giving away the value you created. Covers negotiation preparation and leverage, trading rather than conceding, dealing with procurement, closing as a process rather than a technique,…
9 Std. 11 Min.Kostenlos - 7Online, im eigenen TempoVertrieb und Marketing
Sales Pipeline and Forecasting
Managing the pipeline as a system and forecasting a number people can rely on. Covers pipeline stages and exit criteria, the arithmetic of pipeline health, forecast methods and accuracy, CRM discipline and data quality,…
5 Std. 56 Min.Kostenlos - 8Online, im eigenen TempoVertrieb und Marketing
Key Account Management
Growing and protecting the relationships that matter most. Covers selecting key accounts, account planning and stakeholder mapping, developing the relationship from supplier to partner, growing revenue through expansion…
9 Std. 7 Min.Kostenlos
Ein Kurs mit Lehrkraft gilt als abgeschlossen, sobald die Lehrkraft Ihre Teilnahme an seinem Live-Online-Termin vermerkt. Die Teilnahme in Präsenz wird hier noch nicht gezählt.
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