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