Discover how to successfully navigate a large B2B sale. Learn how to leverage industry issues, ask the right questions, establish your value, navigate bureaucracy, and more.
Selling into Companies
This course may be unavailable.
Overview
Syllabus
Introduction
- Welcome
- Where does your solution fit?
- The five categories of critical customer intelligence
- Distinguish between buyers and users
- Learn about and leverage the compelling industry issues
- Choose the best entry point
- Identify and understand your buyer
- How to reach the unreachable buyer
- Master your sales process
- Show up prepared
- Create a compelling opening
- Manage the first meeting
- The best sales questions
- The worst sales questions
- Business objective vs. product need
- Establish your value
- Navigate bureaucracy
- Competitive positioning
- Manage price obstacles
- Make the handoff
- Next steps
Taught by
Lisa Earle McLeod and Elizabeth (McLeod) Lotardo
