Business Online Course by Udemy, On Sale Here
How to Evaluate if your Sales Opp is Real, and Progress it Through the Sales Cycle
An excellent training about Sales
Qualification, Discovery, and the Mutual Evaluation Plan
Sales is tough. When you’re up against time and have a large quota to hit, and aren’t close – it’s really easy to go from working smart, to being hopeful. Hope is not a strategy, hope does not close business. We become desperate when we aren’t working enough sales opportunities (opps) and don’t have enough leads, that’s why if you haven’t taken the course Lead Generation, you need to before starting this portion of the sales cycle. A healthy sales pipeline gives you the power to manage your time effectively, and making sure you only work opps that are REAL. In this course, we uncover the qualification and discovery methodologies that will help you determine if your lead and this opp, is worth your time. DISQUALIFICATION is just as important as qualification. If a deal is dead, STOP WORKING IT, and MOVE ON TO THE NEXT OPP. Qualification and Discovery will provide you frameworks to consider when qualifying your sales deal, and how to uncover challenges and pain, so that you can identify the value you can bring. From there, you’ll go through a Mutual Evaluation Plan – a collaborative plan between you and your lead, that informs and guides your lead on how they should evaluate your software. The MEPdives into the structure, the types of requirements you’ll want to gather, and how to structure your MEPso you get the information and accountability you need to progress in your sales cycle. Once you’ve completed this course, you’ll move into the next phases of the SAASsales cycle: Joint Execution Plan, Deployment Plan, Proposal, Negotiations, and Closing the opp and transitioning to your post sales success. Enjoy- Sherrylyn
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