Certificate in Sales Management

Module 1: Enhanced Selling and Persuasion Skills Master the art of selling by developing a strong foundation of knowledge, skill, and discipline. Learn how to combine these three elements to become a high-performing salesperson. The sales tools used in this module like Vitamin or Painkiller? Walk and Talk and Discipline Assessment, will help you understand your cus needs better. Module 2: Targeting: Stakeholder Mapping, Personas Creation, Planning Your Week, and Discussing your Competitors Learn how to identify and filter your target market's specific pain points and create a clear vision of who your customers are. You will also develop your competitive talking points, targeting your stakeholder mapping, creating personas, planning your week, and talking about your competitors Module 3: Lead Generation Tactics: Network Building, Cold Calling, Introductory Emails, And Proactive Pursuit Develop sales frameworks, qualify leads, and excel in persuasive communication. From networking to proactive pursuit, uncover essential tools and techniques. Elevate sales management and achieve success. Module 4: Nurture Your Prospects: Prospects Identification, Listen And Ask, And Ace The Meeting Learn how to drive effective sales conversations by asking powerful questions and qualifying prospects efficiently. You will learn four types of questions and three levels of listening to understand requirements and conduct successful meetings. Module 5: The Right Story, At The Right Time, For The Right Reasons Discover essential sales management techniques, including developing a sales framework, lead qualification, creating talking points, scheduling, and stakeholder mapping. You will also learn valuable tools like proactive pursuit, prospecting script, email blueprint, and effective sales conversations. Module 6: Present Like A Pro: Engage Your Audience And Win Business Learn how to utilize personal presentation strengths and the “four ps” of presentation to make a compelling pitch. You will also learn about presenting with panache, using visuals/placemat. Module 7: Team Selling, Getting Deals Unstuck, and Closing the Deal This module emphasizes tools and techniques for successful deal closures. You will learn to identify and overcome obstacles that hinder sales progression. Additionally, you will gain insights into effective teamwork to maximize impact. Mastering these skills will enhance your sales performance and overall success. Module 8: Going Above & Beyond to Delight Clients Explore the subsequent stage after a sale and the various resources necessary for ensuring lasting customer satisfaction. Utilized sales techniques include analyzing wins and losses, going above and beyond expectations, and measuring client delight through an index. Module 9: Giving Feedback, Weekly One-On- Ones, and Building a Sales Culture Explore key roles required for successful team selling and highlights the importance of feedback in weekly one-on-one meetings. Sales Management Techniques covered include giving and receiving feedback and conducting individual meetings on a weekly basis as part of the sales process. Module 10: Put Your Powerful Sales Toolkit into Action Consolidate key sales management takeaways, assess your knowledge, and complete a task to help educate others about these techniques. The sales tools used include knowledge, skills, and discipline, which are applied through self-assessment, learning, teaching, and execution using the quarterly dashboard. Module 11: Sales Tools Workshop Get hands-on experience on critical and indemand sales tools like Zoho, Zapier, Salesloft, Marketo, Hubspot, Calendly, Pandadoc, Zoho Analytics, Hubspot Service Hub, Zendesk Module 12: Assignment on Sales Analytics Complete an assignment on Sales Analytics which involves lead tracking, conversion and performance metrics, along with an activity related to Sales Negotiation.