Learning outcomes

At the end of this course, learners will be able to:

• Identify the stages of the buying cycle
• Explain the significance of the sales funnel
• Articulate the advantages of close marketing/sales alignment
• Develop a lead-generation and qualification strategy appropriate to your business
• Explain the importance of early-pipeline and late-pipeline metrics
• Develop a customer-centric sales process
• Improve the effectiveness of your team’s sales presentations
• Develop better closing techniques
• Use metrics to evaluate the performance of your sales staff
• Articulate the particular challenges of selling to Millennials
• Devise a sales compensation system that is appropriate to your business model and strategic goals
• Explore options for using automation to improve your sales process

Evaluation method

Graded