Sales Methodologies: Best Practices for Enterprise Selling

Descripción

Confused about old and new enterprise sales methodologies? Which is best for your environment? What are the pitfalls in mixing and matching or even developing your own customer sales methodology? This course is about clarifying and differentiating various popular sales methodologies (Strategic Selling, SPIN, Sandler, Solution Selling, MEDDIC, and Challenger) and their applied context within the ideal sales process of today's enterprise sales organizations. Students will learn and appreciate these various program legacies, but also learn how today's best sales organizations are applying custom sales methods and processes for their own unique enterprise sales environments.

Lo que aprenderás

• Differentiate between popular enterprise sales methodologies and clarify the difference between sales methodology and sales process
• Understand the top challenges for enterprise sales organizations today and how a sales methodology can address those challenges
• Outline the evolution of sales methodologies and the context in which they arose
• Review the benefits and challenges of popular sales methodologies like Strategic Selling, SPIN, Solution Selling, Sandler System, MEDDIC, and Challenger Selling
• Discover best practices for using sales methodologies in modern enterprise sales organizations
• Create a customized plan for incorporating sales methodologies into your organization's sales process

Requisitos

• Students should have some exposure to enterprise sales as either salespeople, sales managers, or corporate leadership.