Description
Approximate time to complete: 25 minutes (not including short course assessment)
Intended audience: All
Sales Process Skill Set: Plan
Category: Foundation
Overview:
Pre-call Planning and Research is a course intended to help the sales team familiarize with the areas to research and proven information sources to leverage during pre-call planning, as well as identify potential customer pain and potential sponsorship.
Course objectives:
After completing this course, you will be able to:
- Identify best practices for pre-call planning and research
- Leverage specific information sources to conduct customer research
- Identify and define the potential pain that customer key players may face
- Depict how pain flows through an entire organization
- Recognize the roles and characteristics that customer individuals play in an opportunity
- Identify decision-making levels and moving budget lines
Recommended prerequisite courses:
- Principles of Sales Execution
Related courses:
· Principles of Sales Execution · Principles of Prospecting · Conducting a Structured Sales Call · Principles of Consultative Dialogue · Consultative Dialogue: Creating a Vision
| · Consultative Dialogue: Reengineering a Vision · Qualifying Buyer Sponsorship · Controlling the Sales Cycle · Principles of Negotiating
|
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