Sales Planning Cycle: The Complete Sales 2.0 Game Plan

Module Objectives:

• Understand what Sales 2.0 is and how it will benefit you.
• Identify and evaluate various Sales 2.0 applications.
• Develop strategies using Sales 2.0 tools to reach more prospects and close more deals.

Field Work:

• Create a Linkedin, Jigsaw and Plaxo account to:
  • Identify new prospects within existing accounts
  • Research the background of existing customers
  • Correlate current customers with new prospects
• Download Xobni for S2.0 Outlook integration
• Attend a WebEx self paced tutorial

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Online Sales Training Modules
Sales Planning Cycle:	Prospecting Cycle:
The Complete Sales 2.0 Game Plan	Planning Your Pipeline
Time and Territory Management	Prospecting Skills
Introduction to Customer Financials	Getting Past the Gatekeeper
Advanced Customer Financials	Effective Voice Mails
Sales Cycle:	Presentation Cycle:
Sales Psychology	Structuring Your Message
Why Buyers Buy	Outstanding Verbal Techniques
Initiating the Sales Conversion	Handling Q&A
The Solutions Customers Want to Buy	Presenting Over the Web
Up Selling/Cross Selling	Negotiation Cycle:
Embracing Objections	The Five Phases of Negotiation
Handling Customer Conflict	Creative Concessions To Close the Sale
Closing Strategies That Really Work	Neutralizing 10 Negotiation Tactics
Unlock the Power of Referral Selling	Neutralizing 10 More Negotiation Tactics
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