How Selling is an interactive selling process that involves the client in creating a solution using your capabilities and resources to meet their specific needs. The How Selling online course combines practical training with active selling, offering more immediate results and lasting changes in selling behavior. How Selling also combines the flexibility of online training with the personalization of individualized coaching. Read more
One of the most difficult aspects of selling is Getting That First Appointment with a prospect. Simply getting the appointment is not the only goal. The goal is to get a good appointment. In this online short course you will learn how the FIND, SELECT, and APPROACH steps of How Selling are used in Getting That First Appointment. This course includes an introduction to the Ideal Customer Profile, how to Stand Out, develop a Valid Business Reason, and Contract for the appointment. Read more
At the heart of the How Selling process is the Hourglass Needs Analysis meeting
. In this short course, we focus specifically on the APPROACH and DEFINE steps from How Selling. In this course you will learn how to prepare yourself and prepare your prospect for the meeting, take an in-depth look at each of the five "Hourglass" phases, and complete a series of self-directed projects with real clients.Read more
The Marketing Strategy Model is a 5-step process to build better marketing solutions and create campaigns that get results for your clients. The online course will teach you a process to develop or refine a marketing strategy for your clients, and help you propose tactics that support and enhance the strategy.Read more
The Digital What & Why is a series of online video-based courses illustrating the "What" and the "Why" of key digital concepts necessary to build effective online campaigns. This growing series of courses are beneficial to anyone needing to understand the vocabulary of digital marketing and digital sales.
Brand and Connect is an online course for B2B professionals to take control over their professional brand and use online tools to overcome the challenges of connecting with key decision makers. Brand teaches you how to identify, position, and develop your professional reputation online. Connect takes you through the steps to find, select, and approach decision makers to ask for an appointment.
The Integrated Marketing Solutions online course shows how to connect traditional and digital media to maximize your ROI while developing a greater understanding about how consumers use both media. These insights are then applied to building a successful marketing campaign that effectively combines the elements of traditional and digital media tailored to the client's needs.