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Case Studies and Testimonials Course

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

Visited 75 times
$75 $25.00
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Building Trust and Rapport Course

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

Visited 128 times
$75 $25.00
84336

Value-based Pricing Strategy (Course)

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.

Visited 27 times
$39.00
84310

Strategic Principle Framework (Course)

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.

Visited 49 times
$29.00
84298

Rogers' Five Factors (Course)

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.

Visited 35 times
$39.00
84294

Psychology of Product Adoption (Course)

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.

Visited 109 times
$39.00
84293

Product Lifecycle (Course)

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

Visited 20 times
$39.00
84280

Pricing Strategy (Course)

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

Visited 23 times
$49.00
84236

Marketing Plan Development Framework (Course)

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.

Visited 65 times
$39.00
84142

BCG Growth-Share Matrix (Course)

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

Visited 94 times
$25.00
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The Power of Vision (Course)

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

Visited 92 times
$24.95
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Persuasive Communication: How to Ask for What You Want (HTML 5) Course

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.

Visited 408 times
$23.00
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Mastering Your Presentation Skills: How to Speak in Front of People (HTML 5) Course

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.

Visited 503 times
$23.00
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Effective Communication For Employees: Refresher (HTML 5) Course

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.

Visited 492 times
$23.00
67131

It's Not About Price: Value Selling in Today's Markets

Why do 18% of all salespeople sell more profitably and move more product than their associates? You'll find that answer plus 52 more right here. It's four hours of online training that your people can do on their terms and at their pace. They can call it up when and where they want. And, expect each person to grade out to your satisfaction. Expect them also to drive more sales at higher margins.

Visited 477 times
$245.00
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It's Not About Price: Value Selling in Today's Markets Part 4

Why do 18% of all salespeople sell more profitably and move more product than their associates? You'll find that answer plus 52 more right here. It's four hours of online training that your people can do on their terms and at their pace. They can call it up when and where they want. And, expect each person to grade out to your satisfaction. Expect them also to drive more sales at higher margins.

Visited 410 times
$61.25
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It's Not About Price: Value Selling in Today's Markets Part 3

Why do 18% of all salespeople sell more profitably and move more product than their associates? You'll find that answer plus 52 more right here. It's four hours of online training that your people can do on their terms and at their pace. They can call it up when and where they want. And, expect each person to grade out to your satisfaction. Expect them also to drive more sales at higher margins.

Visited 432 times
$61.25
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It's Not About Price: Value Selling in Today's Markets Part 2

Why do 18% of all salespeople sell more profitably and move more product than their associates? You'll find that answer plus 52 more right here. It's four hours of online training that your people can do on their terms and at their pace. They can call it up when and where they want. And, expect each person to grade out to your satisfaction. Expect them also to drive more sales at higher margins.

Visited 389 times
$61.25
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It's Not About Price: Value Selling in Today's Markets Part 1

Why do 18% of all salespeople sell more profitably and move more product than their associates? You'll find that answer plus 52 more right here. It's four hours of online training that your people can do on their terms and at their pace. They can call it up when and where they want. And, expect each person to grade out to your satisfaction. Expect them also to drive more sales at higher margins

Visited 501 times
$61.25
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Mastering Your Presentation Skills: How to Speak in Front of People Course

The main objective of this session 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 a presentation; deliver a presentation, and give your audience something of value. Duration: 40 minutes.

Visited 393 times
$23.00