This playlist has been curated and endorsed by Learning and Development thought leaders Michelle Ockers, Laura Overton, and Shannon Tipton. It is one of four playlists in this series. Community is a key pillar to help L&D Emerge stronger.

Community in L&D: Emerging Stronger

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Personal development doesn't need to take a lot of time. This collection of book summaries from Blinkist allows you to work on personal development anywhere.

Personal Development - Blinkist Collection

A lot of use Excel as part of our jobs, but many of us don't know all the great things it can do. This short playlist will help you increase your Excel skills, no matter how familiar to you are with the program.

Increase Your Excel Skills

In the current climate, change can be hard, but it's guaranteed. In this playlist, you will learn how to manage stress, build resiliency, and cope with change.

Become More Resilient

How do you ensure your time will be spent productively throughout the working week? How do you prioritize the work that will deliver the most impact, and achieve the best results?

In this playlist, we cover the key principles of productivity, and provide practical steps for better time management, task prioritization, and goal-setting to assist you in remaining productive, long term.

Optimising Productivity

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You're busy, and we want to help. That’s why we line you up with your very own Customer Success Manager to enable you to get the most out of the Content Hub. Enable and support you to curate content your learners will love Empower you to create learning initiative to get your people excited about relevant topics Advise and support you to deliver your L&D strategy

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Accounting and Finance

Time Management

Sales and Customer Service

Digital Marketing

General Management

Housing and Real Estate

Human Resources

Industrial Skills

Investment and Trading

Leadership

Legal

Marketing

People and Communication Skills

Project Management

Business Skills

Language and Literature

Health and Well-being

Writing and Publishing

Audiovisual and Music

Personal Development

Health and Safety

HR Compliance

Data Compliance

Financial Compliance

Crisis Management

Safety and Compliance

IT Software

Web Design and Development

Data & Analytics

Design and Animation

Mobile App Development

Gaming and Games Development

Devops, Networking and Security

Programming and Web Development

Computer Science and Engineering

Technology Skills

World-class content

Seamless integrations

Why Go1

Small and midsize business

Enterprise

Compliance

Solutions

Manufacturing

Hospitality

Healthcare

Retail

Technology

Financial services

Professional services

Construction

Government

Industries

Plans

Customer stories

Blog

Resources

Events

Podcast

Trust Center

Become a Distribution Partner

Become a Content Partner

Partners

About

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Give your sales reps and business development reps the tools they need for prospecting, uncovering customer needs, handling objections, and closing deals with our microlearning sales training videos.

Depending on what you sell, eventually you may need to take it to C-level, executive employees. It can be an intimidating task to sell to chiefs of departments or companies. How do you know when to move your sale to that level? How do you get an "in" with a chief? And what the heck do you say when you get there? That's what we'll cover in this course. We'll talk about the roles of chief leaders and how to speak at their level.

Executive Communication

Sales Skills

Advancing the sale

Sales presentation development

Managing Up

Understanding Sales Process

Effective Sales Communication

Selling to the C-Suite

If you're a sales rep, chances are, most of your sales forecasting has been done for you. But there are several reasons why it's beneficial for you to get involved in them. In this program, we'll talk about why doing your own sales forecasting is important. We'll go over how to create a sales forecast, and discuss things you should take into account when developing one. We'll also talk about different forecasting methods to help determine which style is best for you.

Sales Forecasting

Sales Performance Analysis

Forecasting and Prediction

Forecasting with Excel

Sales appointment setting

Sales Forecasting for the Salesperson

Perhaps your company has expanded into a new market. Or, you're acquiring someone else's territory, either temporarily or permanently. Whatever the case, you're now working in new territory. Where do you start? That's what this program is about. We'll go over tips on familiarizing yourself with your new region. We'll discuss the differences between working a new territory versus an inherited territory, and how to approach these accounts. We'll also go over planning a successful training session and new sales strategies.

Territory Management

Retail Team Management

New Business Development

Sales management

Account Management

Adapting to new work environment

Implementing Management Best Practices

Territory Management: Managing a New Territory

Yes, it's important to attack your territory and generate as many sales as possible. But it's equally as important to analyze your region on a regular basis. You need to know it inside and out, so in this course, we'll talk about the best ways to do that. We will go over understanding the geography, customer and lead data, and knowing your competition. We'll talk about SWOT analyses, coming up with a plan of attack, and setting reachable benchmarks.

Conducting SWOT analysis

Conducting Competitive Analysis

Tactics analysis

Conducting Market Analysis

Conducting PESTLE analysis

Terrain analysis

Territory Management: Analyzing a Territory

Enterprise accounts are those key customers you can count on for bigger, more valuable sales, and a steady stream of income from consistent purchases. These are reliable clients who will stay with you long-term, so you need to take good care of these people. How you do that is what we'll be covering in this series of courses. In this first program, we'll give a brief overview of what enterprise accounts are and why they're so valuable to you and your company.

Key Account Management

Enterprise solution selling

Account-Based Marketing

Account Setup

Managing billing and accounts

AWS Account Management

Managing Enterprise Accounts: Introduction

"Now's not the right time." "We can't justify the price." "Our old product works fine." "There's no room in the budget for that." Bet you've heard one, or all, of these before. Objections are unavoidable, but they can be redirected into questions about their hesitation, opening the door for you to prove your product's value. Let's take a few minutes to go over how to handle objections, and discuss the four main types of objections to overcome.

Handling customer objections

Conducting Trial Closes

Closing the deal

Price negotiation tactics

Demonstrate Products

Managing Enterprise Accounts: Handling Objections

Adding value for your customer doesn't come with discounting prices or persuading them with your sales pitch. Enterprise customers want relationships. They want partnerships. They want honest, genuine communication because buyers are well-informed, with product and service data available at their fingertips. In this course, we're going to discuss value added selling and how to stand out from the competition by offering a solution only you can provide.

Consultative Selling

Solution selling

Prospect Engagement

Adding Value

Building Customer Connection

Managing Enterprise Accounts: Value Added Selling

Pushing a deal past the finish line is the best feeling, but it can take time, patience, negotiations, communication, and more patience to get there. In this last program on Managing Enterprise Accounts, we talk about the final step of the sales process: the close. We'll go over how to close the sale, and some tactics you'll want to avoid. At the end of the day, if you've taken all the necessary steps, the sale should close on it's own. If they're not quite ready to buy, then you still have a bit more work to do.

Closing Techniques

Sales Process Management

Improving closing ratios

Managing Enterprise Accounts: No Push Close

Traditional sales techniques have fallen by the wayside as technology continues to improve, providing customers with more information and buying power. Aggressive selling doesn't have the same sway that it used to. No Push Selling takes almost the opposite approach because the idea is to serve, rather than to sell. In this course, we'll take you through the basics of this sales method, and discuss the importance of educating your customers, building relationships, and moving the process along slowly.

Developing a sales mindset

Effective Pitching Techniques

Managing Enterprise Accounts: No Push Selling

Selling features of your product or service won't get you very far. Selling benefits means selling solutions to your customer's unmet needs. That's the sweet spot, and that's what we'll be covering here. In this course, we'll talk about knowing the difference between features and benefits. We'll go over turning features into benefits. And we'll also talk about how to illustrate benefits.

Product Presentation

Acquiring product knowledge

Business Pitching

Feature Exploration

Prioritizing Features

Managing Enterprise Accounts: Selling Benefits

You can't force a customer to want what you're selling. You can't charm them into having a need for your product. You have to first determine their needs, and see if your product or service provides a solution for them. Establishing their needs can be difficult, so let's talk through some ways to do it. In this course, we'll go over great questions to ask to uncover a customer's unmet needs. We'll discuss mapping your customer journey. And we'll touch on some ways to differentiate yourself from your competition.

Identifying unmet needs

Uncovering Hidden Needs

Customer Needs Assessment

Assessing customer needs

Prospect Needs Analysis

Managing customer expectations

Managing Enterprise Accounts: Finding Unmet Needs

You want to get to know your customer as well as you can before you actually meet them. That takes time, effort, and knowing how to do your homework. In this course, we'll talk about where to look to track down pre-call customer data. This includes utilizing your CRM and researching customers online. We'll also go over determining your objectives for the call, creating a call agenda, and knowing who to include on calls.

Pre-call planning

Setting call objectives

Prospect Qualification

Meeting Preparation

Managing Enterprise Accounts: Pre-Call Planning

You've just had a meeting or call. Now you need to debrief. This often seems like a step you can skip to save time. "Oh, I'll remember what happened." Or, "I'll write down the details as soon as I get home." But each minute that passes, an important piece of the conversation gets lost. So let's talk about the five-minute debrief and what you need to ask yourself in order to get the most value out of it. Doing this will help you learn what do avoid and what to employ on future calls.

Minute taking

Debriefing techniques

Meeting follow-up

Effective Conference Calls

Running Focused Meetings

Interview Follow-up

Building meeting agendas

Managing Enterprise Accounts: The Five-Minute Debrief

As a salesperson, you're in the business of creating customers, not buyers. You want the loyalty of a long-term relationship, not a one-off purchase. One component of developing loyalty is understanding a customer's lifetime value (CLV), or, the total revenue you can expect during their entire association of doing business with you. In this program, we'll talk about how to calculate that number and why it's important. We'll discuss churn and retention rates, revenues and margins per customer, and the formulas used to determine these values.

Advanced Selling Skills

14 resources

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We help you curate your learning.

Title	Duration	Provider
Selling to the C-Suite	5 mins	ej4
Sales Forecasting for the Salesperson	8 mins	ej4
Territory Management: Managing a New Territory	8 mins	ej4
Territory Management: Analyzing a Territory	6 mins	ej4
Managing Enterprise Accounts: Introduction	2 mins	ej4
Managing Enterprise Accounts: Handling Objections	4 mins	ej4
Managing Enterprise Accounts: Value Added Selling	6 mins	ej4
Managing Enterprise Accounts: No Push Close	4 mins	ej4
Managing Enterprise Accounts: No Push Selling	4 mins	ej4
Managing Enterprise Accounts: Selling Benefits	5 mins	ej4