The Science of Sales Excellence
Get the knowledge, tools, and framework for how to become a value creating thought leader in complex B2B sales
This training course will give you a solid understanding of the success factors of Sales both from an individual as well as an organizational perspective. It takes a scientific perspective and a holistic approach to B2B sales excellence.
Scientific facts about sales
The main drivers of business complexity and the length of your sales cycle
The evolution of sales - history and trends
The success factors and characteristics of different sales logics
Understanding the customer's buying cycle and business drivers
Customer value orientation - Creating values the customer wants to pay for
Stakeholder management and influence
Effective communication
The human factor - A winning mindset and overcoming limiting beliefs
Sales Planning and execution - Implementation principles
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George Rizopulos