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
