Course Content
INTRODUCTION
MODULE 1 - HOW YOU WIN HIGHER B2B SALES
MODULE 2 - KEY PLANNING STRATEGIES
MODULE 3 - FOCUS ON PROSPECTIVE CUSTOMERS
MODULE 4 - LET'S GET PLANNING
MODULE 5 - LET'S GET SELLING
Sample Lesson
Sample Lesson
Sample Lesson
Sample Lesson
1.4 – Dissecting Buyer Behaviour
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1.5 – Who Decides the Purchase
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2.1 – The Good, the Bad and the Ugly
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2.2 – Your Best Match Prospects
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2.3 – The Better Way to Segment
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2.4 – EXAMPLE: HVAC Segments Explored
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2.5 – EXAMPLE: Software Segments
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Sample Lesson
3.1 – Explore the Outcomes
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3.2 – EXAMPLE: +40% Sales Growth Study
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3.3 – Sustainable Differentiation
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3.4 – EXAMPLE: 340% Increase Surprise
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3.5 – EXAMPLE: A Technical Services Study
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3.6 – The Software Sale Expanded
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3.7 – EXAMPLE: Aftermarket Sales Study
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DOWNLOAD – Planning Guide and Forms
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4.1 – Planning a Business check this
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4.2 – Now Plan Your Own Business check this
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5.1 – Your Sales Positioning
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5.2 – How to Approach Prospects
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5.3 – Cold Email Prospecting
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5.4 – Cold Call Prospecting
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