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Defining Your Sales Strategy
Introduction
Welcome and Course Overview
Importance of a Defined Sales Strategy
1.) The Modern Buyer's Journey
A Typical Buying Journey
Buying Phases
2.) The Psychology of Selling
Creating Psychological Safety Through Language
Building Trust and Rapport through Unique Value Proposition
Managing Aversion to Change
3.) Understanding the Sales Cycle
B2B Sales Cycle - Client Perspective
B2B Sales Cycle - Internal Perspective
4.) Establishing Stakeholders
Stakeholder Titles and Job Roles
Contact Mapping
5.) Customer Target Selection
Ideal Customer Profile (ICP)
GAPA & LAPA Framework
6.) Relationship Management
Establishing a Solid Partnership
Relationship Nurturing
Managing Renewal Churn
7.) Language and Communication
Conversational Sales
Language Localisation
8.) Establishing Technology
Building Your Tech Stack
9.) Sales Funnel Creation
What is a Sales Funnel?
Creating Your Sales Funnel
10.) Sales Strategy Selection
Developing a Sales Strategy
Sales Strategy SWOT Analysis
11.) Forecasting and OKRs
OKRs
Forecasting
12.) Creating Feedback Loops
The Sales Habit Loop
The Sales Habit Loop
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