آموزش تسلط بر فروش سازمانی - شکار فرصت‌ها، استراتژی معامله و رهبری - آخرین آپدیت

How to Be a Great Business Development Guy (Hunting Big Logos) How to Be a Great Business Development Guy (Hunting Big Logos)

• Introduction to the course Introduction to the course

• Named Account Strategy vs Random Pipeline Named-Account Strategy vs Random Pipeline

• Whitespace Mapping—Where the Opportunity Actually Sits Whitespace Mapping—Where the Opportunity Actually Sits

• Trigger Events That Signal a Buying Window Trigger Events That Signal a Buying Window

• Writing to VP/C Suite Without Sounding Like a Vendor Writing to VP/C-Suite Without Sounding Like a Vendor

• Earning the First “Explore”Conversation Earning the First “Explore” Conversation

• Running First Meetings as Peer Conversations Running First Meetings as Peer Conversations

• Learning Patterns From Customers and Markets Learning Patterns From Customers and Markets

• Translating Patterns Into Sharp Insight Translating Patterns Into Sharp Insight

Winning Complex Enterprise Deals Winning Complex Enterprise Deals

• How Senior Leaders Process Problems How Senior Leaders Process Problems

• Building the CEO Slide Building the CEO Slide

• Turning Product Pitches Into Business Narratives Turning Product Pitches Into Business Narratives

• Why Most Enterprise Demos Fail Why Most Enterprise Demos Fail

• How to Structure a high impact How to Structure a high impact

• Proof Building and Story Telling Proof Building and Story Telling

• What should happen immediately after the Demo What should happen immediately after the Demo

• How to Follow Up After a Demo How to Follow Up After a Demo

How to Be a Great Key Account Manager (Enterprise Farming) How to Be a Great Key Account Manager (Enterprise Farming)

• Org Mapping Across Users, Managers, and Executives Org Mapping Across Users, Managers, and Executives

• Finding Economic Owners and Internal Champions Finding Economic Owners and Internal Champions

• Building an Annual Account Growth Plan Building an Annual Account Growth Plan

• Land →Expand →Transform Strategies Land → Expand → Transform Strategies

• Turning QBRs Into Strategic Conversations Turning QBRs Into Strategic Conversations

• Commercial Governance Commercial Governance

How to Be a Collaborative Sales Guy (Running the Revenue System) How to Be a Collaborative Sales Guy (Running the Revenue System)

• Using CRM as Your Command Centre Using CRM as Your Command Centre

• Views, Cadences, and Deal Tracking Views, Cadences, and Deal Tracking

• Aligning on Qualified Meetings &Lead Feedback Aligning on Qualified Meetings & Lead Feedback

• Working with Pre Sales Working with Pre Sales

• Using 1:1s for Deal Strategy, Not Status Updates Using 1:1s for Deal Strategy, Not Status Updates

• Manager Partnership Tactics Manager Partnership Tactics

• Course Closure Gratitude ! Course Closure - Gratitude !