What you'll learn:
- Understand best practices in B2B Sales from lead generation to closing deals
- Learn how to set meetings by defining personas and customizing outreach on LinkedIn and through email and cold calling
- How to prepare for meetings and demos, avoid being ghosted and stay in control of the sale
- How to run a successful sales process including running trials, managing pricing, and closing the deal
This course contains dozens of gems for how to build a sales funnel, how to stay in control of the sale, avoid feature function selling, assume the sale and be able to drive your deals to closed won. The tactics contained in this course have worked across industries and for hundreds of reps closing transactional sales to enterprise deals in the mid-to high six figures. If you are a seller who is struggling to hit quota and consistently close deals, or you are an SDRlooking to take your career to the next level, there are best practices, talk tracks, tips and tricks in this course for you.
In this course, you'll learn how to:
Think about things from your buyers' perspective (hint, no one cares that you'd love to set a meeting with them, they care about themselves and their pain only)
Use LinkedIn differently to build pipeline and engage buyers and champions in a way that is about them, and not about you
Create structure to your outbounding and book the meeting
Avoid the mistake that most sellers make by doing prep and research that sets you up to run a high touch discovery
Set the tone in all of your calls and project manage your deals across the finish line
Avoid feature function selling and provide a demo that matters to your buyer (hint, you have to tell them why everything you're showing them matters to them)
Manage proposals that don't go into the abyss and avoid getting ghosted
Orient your buyers in metrics that matter to them
Use pricing as a formality rather than a black hole in which you lose your prospects
Use Trials and Proof of Concepts to close deals rather than extend your sales process
Stay in control of the sale with References
Manage past the contract as a consultative seller
These training topics have helped hundreds of sellers to accelerate their deals, stay in control of the sale and win more often. If you want to get better but don't know where to start - this course is for you!
