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Principled Selling
INTRODUCTION : PRINCIPLED SELLING
PROGRAM OVERVIEW (7:42)
WEEKLY COACHING OVERVIEW
ESTABLISHING GOALS
MILESTONE 1 : SALES KNOWLEDGE ASSESSMENT
INTRODUCTION TO TECHNOLOGY SALES
MODULE OVERVIEW (1:33)
TECH SALES CAREER ADVANTAGE (6:45)
TECH INDUSTRY AND VERTICAL TRENDS (18:03)
CAREER PATHS (7:35)
OVERVIEW: TECH SALES TOOLS (2:03)
MILESTONE 2 : TECH SALES QUIZ
PROSPECTING OPPORTUNITY
HOW PROSPECTING WORKS (8:47)
THE CUSTOMER BASE (10:00)
OUTBOUND RESEARCH FLOWS (3:21)
PROSPECTING TOOLS (20:38)
SALESFORCE & SALESLOFT DEMO (21:38)
BUILDING OUTBOUND CADENCES (18:55)
MILESTONE 3 : PROSPECTING QUIZ
DISCOVERY : THE ART OF SALES
PRINCIPLES OF DISCOVERY (10:31)
APPLYING DISCOVERY METHODS (21:53)
QUALIFYING A LEAD
TAKING NOTES
MILESTONE 4 : DISCOVERY QUIZ
HANDLING OBJECTIONS
OBJECTIONS VS OBSTACLES (5:41)
PRINCIPLED OBJECTION HANDLING (8:23)
MILESTONE 5 : OBJECTION HANDLING QUIZ
CLOSING
CLOSING IN SALES DEV & BEYOND (12:02)
UNDERSTANDING TIMING (4:58)
THE HAND OFF (6:57)
MILESTONE 6 : CLOSING QUIZ
SALES READINESS
YOUR SELLING STYLE
INTERVIEW PREPARATION (5:06)
MILESTONE 7 : FINAL QUIZ (MUST PASS)
COURSE COMPLETION : PRINCIPLED SELLER
MILESTONE 3 : PROSPECTING QUIZ
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