B2B sales: How you win new, higher value customers

سرفصل های دوره

Proven to deliver a rapid 20% to 30% increase in profitable sales from your sales prospecting, selling and marketing.

1. Introduction

1.1 Course Introduction.docx

1. How you win new the highest level of profitable b2b sales.

2. How you grow profitable sales

1. How you increase your sales, and significantly.

2. A study in high sales conversion.

3. The winning b2b sales proposal or sales quotation.

3. The essential skill of connecting

1. How you increase your sales conversions

2. Three examples of buying team behaviour.

3. The essential power of connecting

4. Analysing and dissecting buyer behaviour

5. Who decides the purchase

4. Segment prospective customers to achieve the highest wins

1. The Good, the Bad and sometimes the Ugly.

2. How you identify your best matched, ideal prospects.

3. The most effective way to segment and target prospective customers.

4. Industrial buying group example - selling HVAC services.

5. Commercial buying group example - selling business software.

6. Apply the Pareto 8020 rule for highest sales success.

5. Focus on customer outcomes to achieve highest sales growth

1. Why focusing on selling customer outcomes delivers high sales.

2. +40% sales increase case study of global marine company.

3. How you achieve sustainable differentiation

4. 340% sales increase surprise for commercial organisation.

5. Case study A HVAC technical service sale.

6. Case study The software sales expanded.

7. Case study An aftermarket parts selling example.

6. Step-by-step customer centric sales planning

1.1 Form 1 - Individual customer group description .docx

1.2 Form 2 - Best Match Considerations.docx

1.3 Form 3 - Key decision makers and influencers.docx

1.4 Form 4a - Desired Outcomes - Strategist & Financier.docx

1.5 Form 4b - Desired Outcomes - Scrutineer and User.docx

1.6 Form 4c - Summary Desired Outcomes.docx

1.7 planning guide and forms picture.zip

1. Now sales plan your own business.

7. Now get selling

1. Positioning your sales and marketing

2. How best to approach target prospective customers.

3. How to write a cold email that opens the door to a sale.

4. How to make a cold call approach that starts a positive conversation.

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تولید کننده: Udemy