Sales and Marketing

Sales and Marketing

Essential Marketing Strategies

  • The Basics of Marketing
  • The People and Planning in Marketing
  • Product, Pricing, and Promotion in the Marketing Mix
  • Distribution and E-Marketing Ethics in the Marketing Mix
  • Competitive Marketing Strategies: Analyzing Your Organization
  • Designing Products to Fit the Channel
  • Increasing Competitiveness through Collaboration
  • Using Web Analytics to Increase Sales
  • Trade Show Marketing – Planning Ahead

Essentials of Public Relations

  • Strategies for the Modern Public Relations Professional
  • Writing Skills for Public Relations

Marketing in the Digital Age

  • Reaching Customers Digitally
  • Helping Customers Find You
  • Managing Your Corporate Reputation Online

Sales Foundations

  • Educating and Collaborating with Customers

Solution Selling

  • Turning Potential Customers into Allies
  • Preparing to Implement Solutions
  • Managing Implementation Problems
  • Connecting Customers and Solutions

Strategic Account Sales Skills

  • Selling to Key Players
  • Planning for Effective Selling
  • Building Profitable Customer Relationships
  • Crafting Sales Strategies
  • Performance Payout Plans
  • Sales and Marketing: Two Sides of the Same Coin?
  • Connecting the Dots: Insightful Account Management
  • Succeeding in Account Management

Sales Management

  • Storming: Developing and Leading Your Sales Team
  • Sales Support Roles for Better Customer Interaction
  • Succeeding in Account Management
  • Gaining Access through Cold Calls
  • Overcoming Resistance to Coaching

Sales Foundations

  • Prospecting: Panning for Sales Gold
  • The Discovery Meeting: Starting Off on the Right Foot
  • The Value Proposition: Getting Your Pitch Right
  • Turning Objection into Opportunity during a Sales Call
  • Negotiating Well and Going for the Close
  • Don’t Only Go for the Big Fish
  • The Ethics of Gift Giving
  • Using Persuasion Techniques to Boost Sales
  • Get it Together: Organizing Your Sales Approach
  • Presentations That Get People Talking
  • Building Momentum in Discovery Meetings
  • Appealing to Prospects
  • Getting Your Head around Pipeline Management
  • Initiating Discovery Meetings
  • The Proof Is in the Proposal
  • Using Customer Knowledge to Advance Sales
  • Prospecting Strategically
  • Responding to News of a Lost Sale
  • Talking Value with Your Customers
  • Dealing with Questions, Objections, and Resistance
  • Dealing with Negotiation Challenges
  • Negotiating Contract Terms
  • Communicating Your Company’s Value
  • Turning Obstacles into Opportunities
  • Negotiating with Your Customer
  • Effective Cold Calling
  • Prompting Action through Focused Communication
  • Regaining Your Customer’s Trust
  • Talking about the Competition
  • Responding to Bad News
  • Communicating a High-impact Business Case
  • Making the Cold Call
  • Getting Organized to Meet Your Sales Goals
  • Making Contact: Access Strategies
  • Managing a Sales Pipeline
  • Demonstrating Business Acumen
  • Selling with Trust
  • Using Competitive Selling Skills
  • Aligning Your Business Case to Customer Priorities
  • Effective Sales Coaching