Hunting
Hunting is a critical skill for any seller responsible for generating new business. Whether hunting for new accounts or hunting within an account, hunting provides a steady flow of new top of funnel pipeline. Unfortunately, only 41% of all sellers are strong in the Hunting competency. This course helps a seller improve their ability to prospect for new business. It addresses at 12 hunting attributes including making cold calls, limiting beliefs about cold calling, reaching decision-makers and filling their pipeline.
Learning outcomes include:
- Understand how to apply the mechanics and fundamentals of “Hunting”
- How to Apply a multi-modal strategy for prospecting
- How to implement the SOLVE Model to identify a good fit
- How to be strategic about prospecting activities
What’s included
- 1 course
- 4 Modules
- 10 Knowledge Check Questions
- 1 Interactive Activity
- 1 Case Study
- 1 Assessment
The average time it takes to complete this course is 25 minutes
For a deeper dive into the Hunting competency click here: Are You a Hunter or a Farmer?
Reaching Decision-Makers
Data science shows that salespeople who reach actual decision makers are 341% more likely to close the business. And to prove the validity, just 15% of the bottom half of all salespeople can do this effectively. This course focuses on building your relationships with decision makers. Here, you will explore strategies to identify and develop a multi-modal contact cadence to connect with the decision makers. You will also learn to create relationships with the gatekeepers to reach the decision makers. It will help you prioritize the customers and their outcomes by actively seeking out challenges you can help them solve.
Learning outcomes include:
- Identify and research decision makers to better understand their needs and priorities
- Increase response rates with tailored messaging to address specific decision makers and their concerns
- Develop a multi-modal contact cadence
- Develop beneficial relationships with gatekeepers blocking access to decision makers
What’s included:
- 1 course
- 5 Modules
- 7 Knowledge Check Questions
- 3 Interactive Activities
- 1 Assessment
The average time it takes to complete this course is 25 minutes
For more information about the Getting to Decision-Makers competency, read this blog post: The “Reaching Decision-Makers” Competency and The Gatekeeper
Relationship Building
This is a key skill for sellers to adopt if they are going to be able to sell consultatively. And it’s that consultative selling approach that allows the salesperson to find those compelling reasons why a person would buy your company’s solutions. This course focuses on building relationships with customers and understanding customers' mindsets. Here, you will get to know a 360 Customer view that will help you prepare and present customized solutions. It will help you understand customers' behavioral styles to anticipate better how to craft a successful relationship with your customers.
Learning outcomes include:
- Identify different behavioral styles
- Understand and cater to organizational functions
- Detect and influence customers in various decision-making roles
- Overcome neutral, negative, or detractor mindsets
What’s included:
- 1 course
- 6 Modules
- 21 Knowledge Check Questions
- 1 Interactive Activity
- 1 Scenario
- 1 Assessment
The average time it takes to complete this course is 25 minutes
For more information about the Relationship Building competency, read this blog post: The Relationship Building Competency and Selling Consultatively
Consultative Selling
This course creates an outline for understanding to what degree a salesperson takes a consultative approach to selling. Throughout this program, you will come across various models to uncover customer needs and prepare yourself prior to a discovery conversation, which will help you gain customers’ trust and be their trusted advisor.
Learning outcomes include:
- Build trust with customers by intentionally demonstrating credibility, reliability, and authenticity while asking tough questions
- Align yourself with customers by learning about what is important to them using the SOLVE model
- Uncover the customers’ reasons to buy while strengthening your relationship as a partner and thought leader by using questioning techniques that focus on the customers’ outcomes and needs
What’s included
- 1 course
- 5 Modules
- 6 Knowledge Check Questions
- 1 Interactive Activity
- 1 Case Study
- 1 Assessment
The average time it takes to complete this course is 25 minutes
For more information about the Consultative Selling competency, read this blog post: What’s the Difference Between Transactional and Consultative Selling?
Selling Value
This course creates an outline for enhancing your ability to sell value throughout the sales process and become a trusted advisor to your customers. Throughout this program, you will come across various methods to sell value-based solutions to your customer during various milestones of the sales process.
Learning outcomes include:
- Prepare for and conduct a value-focused conversation
- Guide the customer on a meaningful and structured sales journey
- Ask difficult questions to uncover the compelling problems you can help your customer solve
- Define why they will buy while avoiding assumptions
- Communicate value over price by demonstrating how your solutions solve your customer’s problems and quantify the benefit
What’s included
- 1 course
- 5 Modules
- 7 Knowledge Check Questions
- 1 Interactive Activity
- 1 Assessment
The average time it takes to complete this course is 25 minutes
For more information about the Selling Value competency, read this article: BCI Insights: How Do You Sell Value in a Recession?
Qualifying
Qualifying is a key component for focusing sales efforts and gaining more wins. Over 79% of the top 10% of sales performers have this skill, while only 26% of the bottom 10% of performers possess this ability.
Learning outcomes include:
- Leverage the SOLVE model for effective qualification
- Lead a comprehensive discovery conversation
- Qualify customers that are a good fit for your products and services
What’s included
- 1 course
- 6 Modules
- 9 Knowledge Check Questions
- 3 Interactive Activities
- 1 Assessment
The average time it takes to complete this course is 25 minutes
For more information about the Qualifying competency, read this blog post: The Qualifying Competency – Uncovering Client Budgets
Presentation Approach
To paraphrase Alan Hall, a contributor for Forbes, the goal of any business is to make money, but that objective is easier to reach when we listen to customers and understand their needs. The best way to do this is by listening to what they tell us, actively seeking their point of view, asking questions, conducting surveys, and getting specific. Often, during a conversation, a customer will divulge information that is vital to your overall success. The challenge many sales professionals face is that we fail to give the customer the opportunity to voice their needs, concerns and desired outcomes and, instead, jump straight into our sales pitch. We don't realize that we could be leaving opportunities on the table when we present our solutions too quickly. This competency will help you close more deals by strengthening your sales presentation approach. It will help identify if you are presenting solutions at the right time, to the right people, and for the right reasons.
Learning Outcomes Include:
- Know your audiences’ personal and organizational needs
- Engage the audience with a powerful opening
- Address the audiences’ needs and outcomes within the body of the presentation
- Close the presentation with a compelling call to action that moves the sale forward
What’s included:
- 1 course
- 5 Modules
- 4 Knowledge Check Questions
- 3 Interactive Activities
- 1 Assessment
The average time it takes to complete this course is 25 minutes
For more information about the Presentation Approach competency, read this blog post: Landing the Catch: Why Starting Strong Matters in Presentations
Closing
This program creates an outline for having a profound impact on your ability to close the sale with confidence. Throughout this program, you will come across various methods and insights to time your request to close confidently and at the appropriate time.
Learning Outcomes Include:
- Accelerate the decision-making process
- Stay in the moment and overcome objections
- Negotiate the agreement
- Close the Sale
What’s included:
- 1 course
- 5 Modules
- 4 Knowledge Check Questions
- 1 Case Study
- 1 Interactive Activity
- 1 Assessment
The average time it takes to complete this course is 25 minutes
For more information about the Closing competency, read this blog post: The Closing Competency – Why Most Sellers Score So Low
Embracing Sales Technology
Welcome to Sales Technology Fundamentals. As you go through the learning content, you will be able to ensure your sales team is prepared to embrace the new technology culture to improve and enhance their sales process by reinforcing the importance of:
- Consistent and effective use of a CRM system
- Mastery of Social Selling
- Video proficiency
What’s included:
- 1 course
- 5 Modules
- 6 Knowledge Check Questions
- 2 Interactive Activities
- 1 Assessment
The average time it takes to complete this course is 25 minutes
For more information about Embracing Sales Technology, read this blog post: Mastering The Sales Technology Competency
Milestone-Centric Sales Process
Birthdays, anniversaries, and holidays are all milestones. Milestones can define a significant event, identify targets that need to be reached on the way to achieving a goal and measure progress made. As sellers, our goal or destination is to close the sale. A milestone-centric sales process helps us ensure we are moving in the right direction by marking the progression of our prospective buyer from one stage to the next by achieving very specific milestones within each stage of the sales process. The best salespeople are 94% more likely to have and follow a milestone centric sales process. Further, companies lacking the appropriate milestones in its sales process have win rates below 15% compared to companies who have customized processes that are optimized with predictive analytics or scorecards have win rates greater than 80%. This course is designed to help you understand the key milestones you need to achieve at each step in the sales process in order to shorten the sales cycle and enhance your ability to close the sale.
Learning Outcomes Include:
- Use a predictive scorecard to determine likelihood for success
- Identify the milestones within the sale process
- Leverage crucial techniques to move the prospect from one stage to the next
What’s included:
- 1 course
- 7 Modules
- 9 Knowledge Check Questions
- 4 Scenarios
- 2 Interactive Activities
- 1 Assessment
The average time it takes to complete this course is 25 minutes
For more information about the Milestone-Centric Sales Process competency, read this blog post: The Milestone-Centric Sales Process Competency – Improve Your Revenue by 18%!
Staying in the Moment
Welcome to the course on Staying in the Moment. This course will help you to:
- Recognize and address stress behaviors
- Prepare to deal with customer interactions without any hassle
- Boost resilience to help decrease the negative impacts of stress
What’s included:
- 1 course
- 5 Modules
- 11 Knowledge Check Questions
- 2 Interactive Activities
- 1 Assessment
The average time it takes to complete this course is 25 minutes.
For more information about the importance of staying present and listening, read this blog post: Overcome Indifference By Listening Instead of Selling
Handles Rejection/Doesn't Need Approval
Welcome to the course on Handles Rejection and Doesn't Need Approval. This course will help you to:
- Develop resilience
- Reflect and improve from rejection
- Overcome objections
What’s included:
- 1 course
- 5 Modules
- 11 Knowledge Check Questions
- 3 Interactive Activities
- 1 Case Study
- 1 Assessment
The average time it takes to complete this course is 25 minutes.
For more information about the Doesn't Need Approval/ Handles Rejection competency, read this blog post: Defining Selling Competencies and Data – Part II
Will to Sell
The Will to Sell competencies collectively form the foundation for success in sales. A salesperson with a high grit factor will maintain a positive outlook even when facing rejections, have a burning desire to succeed despite all odds, stay motivated, show unconditional commitment to their goals, and take personal responsibility for their failures.
In this course, you will learn to:
- Explain the importance of each of the Will to Sell competencies
- Identify any competencies that need to be developed
- Describe strategies to improve your grit factor
This Series Includes:
The average time it takes to complete this course is 25 minutes.
Comfortable Discussing Money
Improving your comfort level in discussing financial aspects confidently can enhance your ability to navigate customer conversations more effectively – ultimately driving meaningful outcomes and elevating your sales approach.
In this course, you will learn to:
- Explain the importance of the Comfortable Discussing Money competency
- Identify any self-limiting beliefs that may be getting in your way
- Describe how role-playing customer conversations will improve your skills
This Series Includes:
The average time it takes to complete this course is 25 minutes.
Supportive Beliefs and Buy Cycle
The competencies of Supportive Beliefs and Supportive Buy Cycle focus on a seller’s ability to overcome any self-limiting beliefs and personal buying preferences that can get in the way of conducting effective customer conversations.
Cultivating a growth mindset helps to reframe challenges as opportunities for growth, develop resilience, and drive success in sales endeavors.
In this course, you will learn to:
- Explain the importance of mindset on performance
- Identify any self-limiting beliefs that may be standing in your way
- Describe strategies to improve your Supportive Beliefs and Supportive Buy Cycle competencies
This Series Includes:
The average time it takes to complete this course is 25 minutes.
