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: