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