This module will take about 30 minutes to complete. Every prospect has one or more decision makers and a decision-making process they use in order to make a purchase. If you do not identify all the decision makers and understand the decision-making process, you cannot effectively navigate it to a successful conclusion. Most stalls and "no's" result from either a missed step in the sales process, or a decision maker unexpectedly popping up at the end of the sales cycle. This module guides you through the strategies and tactics necessary to uncover and navigate the sale in order to yield the best results. This lesson includes: A description of decision makers, including who they are, what is important to them, how they influence the process and how to sell to them A discussion on the decision-making process, including how to uncover the process and how to successfully navigate through it Tools to help with decision maker identification and decision-making process navigation
This module will take about 25 minutes to complete. Establishing the correct corporate image is critical in today’s crowded marketplace. Your brand and messages compete with thousands of other messages on a daily basis. Discover the components needed to evaluate your current corporate image or to develop a new one, including: Learning the function of a corporate image Criteria of a corporate image that attracts your customer Aspects of corporate image Elements of corporate image Techniques to evaluate your corporate image
This module will take about 25 minutes to complete. Many companies and businesspeople think corporate identity is simply a logo. To be truly effective, a corporate identity must seamlessly bring together the design, layout and graphics used internally, and in advertising and sales material. It should also include your company positioning statement, which should present a consistent brand image and message. Learn how to evaluate your current corporate identity or to develop a new one through concepts such as: Components of corporate identity design How to develop a positioning statement Elements of corporate identity system Development of a standards guide
This module will take about 45 minutes to complete. In today's sales environment, it’s more important than ever for salespeople to be able to provide value and to avoid the “commodity trap” in order to separate themselves from the competition. This lesson provides the key components to conducting an effective analysis that leads to understanding customer impacts. These impacts can then be addressed through your product or service in order to provide value. Topics covered include: What an analysis is and why it is important? How to prepare to conduct an effective analysis The different types of impacts and why people buy Important questions to ask in order to develop impacts How to position your solutions presentation based on the information you obtained during the analysis
This module will take about 25 minutes to complete. This module addresses “selling your company” through a capabilities presentation, one of the most crucial steps of the sales process. Learn how to: Prepare to give a powerful company overview presentation Identify and develop all the key components of company overview presentations Create your own company overview presentation Create different versions of company overview presentations
This module will take about 30 minutes to complete. There are myriad training programs that focus on just the "final close" -- and not the "incremental" closes that make for a more seamless progression through the sales process. Some sales people view closing as potentially confrontational and "salesy," but it doesn't have to be that way. Learn closing skills that work and are natural and painless to both you and your prospects, including: Preparing to close Closing for next steps Trial closing The final close
This module will take about 25 minutes to complete. Most sales organizations do a poor job effectively using case studies and testimonials to support their efforts. To the extent you obtain and use these tools correctly, your close ratios will increase exponentially. In this lessen we cover the difference between case studies and testimonials, why both are important, and where and how to use them to get the biggest impact. Then we help you build your own templates for each. By using the knowledge you gain from this module and filling in the templates with your information, you will position yourself to immediately close more sales. This lesson includes: The difference between case studies and testimonials, and the importance of both Where to use them in the sales process The components of a case study The components of a testimonial Downloadable templates for both
This module will take about 35 minutes to complete. Many sales people think of the old "fish on the wall" approach when it comes to building trust and rapport. But true professional trust and rapport is about establishing a connection with the buyer. This lesson covers the techniques necessary to develop professional trust and rapport, and the correlation between rapport and your ability to learn key buying information such as: Decision makers Decision-making process Buying criteria
This is a 47-slide PowerPoint. There are 3 common approaches to pricing: Cost-based Pricing, Competitive Pricing, and Value-based Pricing. This presentation discusses A.T. Kearney's approach to Value-based Pricing. Value-based Pricing offers numerous distinct advantages over the other 2 pricing methodologies. It is particularly suitable for situations where you are entering a new market, offering a new or distinct product, or where customers do not yet fully understand the impact and benefits of your product. Value-based pricing allows companies to build a deeper understanding of their customers' business drivers, align their goals with the customers' goals, and, ultimately, share in each others' attained value in a way that isn't possible with traditional pricing approaches. Value-based Pricing requires a significant change in the way most organizations go-to-market. It requires rethinking everything from customer segmentation to product marketing to sales and account management in order to support a new and unique market positioning. Core business processes must be realigned and new business process established. These new processes have deeper analytical capabilities embedded through the organization, especially in Sales. Topics covered include a comparison of common pricing strategies, principles to value-based pricing, value-based pricing strategy approach, Pricing Staircase framework, Value Ceiling, customer segmentation, pricing structure, Benefits Matrix.
This is a 22-slide PowerPoint. Strategic principles allow organizations to make decentralized decisions while maintaining cohesive strategic action. This document explains the strategic principle framework, including examples, defining attributes, relevant crucial situations, and an approach to strategic principle development. This document is based on the HBR article, "Transforming Corner-Office Strategy into Frontline Action," co-authored by Orit Gadiesh and James Gilbert. This article is on the list of "HBR's Must-Reads on Strategy." Intro to the article: Southwest Airlines keeps soaring. Its stock price rose a compounded 21,000% between 1972 and 1992 and leapt 300% between 1995 and 2000. Why does Southwest succeed while so many other airlines fail? Because it sticks to its powerful strategic principle: "Meet customers' short-haul travel needs at fares competitive with the cost of automobile travel." This pithy, memorable, action-oriented phrase distills Southwest's unique strategy and communicates it throughout the company. An effective strategic principle lets a company simultaneously: *maintain strategic focus, *empower workers to innovate and take risks, *seize fleeting opportunities, *create products and services that meet subtle shifts in customers' needs. In today's rapidly changing world, companies must integrate decentralized decision making with coherent, strategic action. A well-crafted, skillfully implemented strategic principle lets them strike that delicate balance.
This is a 29-slide PowerPoint. This document discusses Rogers' Five Factors, framework for analyzing and understanding the diffusion and adoption of product innovations. Businesses are interested in understanding how innovations diffuse, so that they can better predict and manage this consumer adoption. A popular framework for this is the Consumer Adoption Lifecycle (or Product Lifecycle), which traces the adoption of a product as it passes through 5 categories of consumers. This is a viewpoint that focuses on people. Rogers' Five Factors is a product-focused framework that should be used in conjunction with the Consumer Adoption Lifecycle. Developed by Everett Rogers, this framework proposes that the rate of innovation diffusion is largely driven by 5 product-based factors: 1. Relative advantage 2. Compatibility 3. Complexity 4. Trialability 5. Observability This document explains the framework, provides examples, shows how to use this framework with the Production Adoption Lifecycle, and includes PowerPoint templates that can be leveraged in your own analysis.
This is a 46-slide PowerPoint. Some innovations are truly spectacular, but consumers are slow or just refuse to adopt. In fact, over 70% of all new products fail in the marketplace--and innovative, new products fail at an even higher rate. Why is this the case? And, how do companies overcome this? This document discusses the psychology of product adoption. Topics include Prospect Theory, Endowment Effect, Loss Aversion, Give and Get Dynamics, Innovator's Curse, Product-Behavior Value Matrix, among other topics. It distills these concepts into Six Product Launch Strategies. This presentation has instructional slides and examples. The foundation of this consumer adoption discussion is around the difference between objective gains and losses vs. subjective gains and losses. This fundamental consumer bias results in psychological switching costs, in addition to economic ones. Studies have shown that, psychologically, losses loom larger than gains by two to three times.
This is a 34-slide PowerPoint. Product Lifecycle Analysis is an invaluable tool for developing a robust product marketing strategy. Marketers and strategists can use this analysis to predict sales growth, associated customer and competitor behaviors, and, in turn, devise the appropriate product marketing strategy. The Product Lifecycle itself it divided into 4 stages of development: * Introduction * Growth * Maturity (and Saturation) * Decline (and Termination) The length of each period varies tremendously. Some products have very short cycles, whereas others can take decades or even centuries to go through the cycle. The lifecycle can be mapped against the consumer adoption curve, where the peak of the curve generally occurs in the Maturity stage of the Product Lifecycle. This document details a 5-phase approach to proper Product Lifecycle Analysis and draws out key strategic insights at each stage of the lifecycle. Additional concepts discussed include: * Consumer Adoption Curve * Bass Diffusion Model * Lifecycle-Performance Factor Matrix * Strategic Positioning * Substitution Analysis
This is a 38-slide PowerPoint. This presentation provides an in-depth discussion on Pricing Strategy. Topics include: *Skimming vs. Penetration *Consumer Adoption Curve *Advantages and Disadvantages *Pricing Approach *Price Curve Analysis *Price Sensitivity Analysis *Pricing Tactics
This is a 63-slide PowerPoint. A marketing plan is a comprehensive blueprint, outlining an organization's overall marketing efforts. This document is a guide to developing a comprehensive marketing plan. Topics include: Marketing Management Process Market Segmentation Market Analysis Marketing Programs Marketing Campaigns Promotional Methods Budgeting This document includes both instructional slides and diagram templates.
This is a 9-slide PowerPoint. Created by Bruce Henderson of the Boston Consulting Group (BCG), the BCG Growth-Share Matrix business framework is used to help an organization analyze and make strategic decisions around its business units, product lines, or individual products. This document explains the framework in detail. Topics include: * quadrant definitions * analysis steps/process * examples * template * tips
Do you know where you're going professionally? Do you know what you want out of the next 3 weeks? How about the next 3 years? This course will help you create a powerful vision of where you want to go and what you want to achieve. You'll also learn how to get others on board with your vision. You will learn from real-world examples of different individuals and how they took their vision of what they wanted and made it a reality. Whether you are trying to get somewhere personally, or you want to create a clear and compelling vision of where you want your team to be, this course can give you the foundation you need to get pointed down the right path. This training course will take about 25 minutes to complete and includes: Introduction What is Vision? How to Create a Powerful Vision Sharing Your Vision Course Summary and Test
The main objective of this session is to help you learn to ask for what you want on the job more effectively. By the time the session is over, you should be able to understand the importance of knowing how to ask for what you want on the job; approach people effectively when asking for what you want; and use seven strategies to ask for what you want and improve your chance of getting it. Duration: 24 minutes.
The main objective of this online training course is to teach you presentation skills and help you conquer the task of speaking in front of people. By the time this session is over, you should be able to learn how to deal with stress related to public speaking; prepare and deliver a presentation, and give your audience something of value. The course will teach you basic public speaking tips and tricks and make you more confident speaking in public.
Effective Communication for Employees training course helps an employee understand how solid communication skills can improve working relationships, productivity, and career growth. This refresher online course will give you the main points to remember about effective communication. For complete information, be sure to take the full-length course. Following modules are covered under this online program: Importance of effective communication Key points to being a more effective speaker and writer Key points to being a more effective and active listener and reader Importance of making a connection in communication Importance of body language Ways to deal with disagreements and anger Duration: 7 minutes.