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Enterprise Selling
Description
Course IntroductionEnterprise selling differs from transactional selling. It requires additional skills and knowledge as a salesperson to do it well. When you sell at the enterprise level, you are not just selling a product or a service, but are creating a relationship. This relationship will likely involve multiple decision makers, complex issues, and involve a high level of communication and team involvement. Dave Mattson, CEO of Sandler Training, shares his expertise on a variety of topics dealing with sales. These include: main elements of enterprise selling; differences between enterprise selling and transactional selling; skills salespeople need to have for large scale enterprise-wide sales; the use of a “cookbook” to create a plan that works for sales teams management; tools and software that can help sales leaders and their teams; how some sales leaders manage by setting quotas for their sales teams; use of a quarterly business review to meet long-term customer needs; why sales leaders should create a “cookbook” of goals and specific projections; compensation programs tied to the specific goals of the sales force; and what happens in a sales department where nobody knows their role or responsibility, and there is no accountability. Who Should AttendSenior Sales ManagersSales Heads Course MethodologyThis self-paced e-learning course is based on an interview with David Mattson, CEO of Sandler Training, and author of theSandler Rules for Sales Leaders. Learning ObjectivesUsing enterprise selling, the difference between enterprise selling and transactional selling, skills needed for enterprise sellingThe best way to manage sales team, using a middle-ground strategy to manage sales people, and choosing sales management toolsHandling a quarterly business reviewBecoming better at forecastingSales leaders and compensation structures for their sales teamsCreating a culture of accountability in a sales organization Course ModulesSelling To EnterprisesManaging Enterprise SalesTools For Enterprise SalesCreating The Right Culture