
Full course description
This completely online and self-paced one-module course utilizes Inc. Magazine's prize-winning editorial content to introduce basic concepts of sales, including the sales funnel and pipeline; lead qualification; presentations; metrics; and closing. The focus is on providing practical, hands-on advice to entrepreneurs and small-business people, including video segments with analysis and commentary from industry-leading practitioners and subject matter experts. The course also offers real-world examples, how-to lists and advice, interactive games, and review questions to ensure mastery of the material.
Learning Outcomes:
- 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 strategy appropriate to your business
- Identify the major issues that need to be addressed during lead qualification
- 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
Credentials:
PMI PDUs: 3Leadership PDUs: 1Strategic & Business Management PDUs: 1.25Technical PM PDUs: 0.75IACET CEUs: .3 (Contact Hours: 3 hours)HRCI Credits: 3 (Type: Specified - Strategic Business)SHRM PDCs: 3