Did you know that companies with well-defined sales territories can see up to 30% increases in overall sales productivity? This short course was created to help sales professionals and managers accomplish mastery in managing sales territories and leveraging sales technologies for enhanced performance.
Read more
Did you know that companies with well-defined sales territories can see up to 30% increases in overall sales productivity? This short course was created to help sales professionals and managers accomplish mastery in managing sales territories and leveraging sales technologies for enhanced performance.
Did you know that companies with well-defined sales territories can see up to 30% increases in overall sales productivity? This short course was created to help sales professionals and managers accomplish mastery in managing sales territories and leveraging sales technologies for enhanced performance.
By completing this course, you'll be able to strategically map out and manage sales territories, understand and meet client needs through consultative selling, and utilize the latest CRM and analytics tools to boost your sales efficiency. These skills are essential for any sales professional looking to increase effectiveness and productivity immediately in their role.
More specifically, in this 2-hour course, you will learn how to assess and plan sales territories strategically, apply advanced B2B sales techniques for better client engagement, and master technological tools that drive sales performance.
This project is unique because it integrates practical territory management with advanced sales strategies and technology utilization, providing a holistic approach to modern sales challenges. In order to be successful in this project, you will need a basic understanding of sales principles and a keen interest in leveraging technology to solve complex sales problems.
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Syllabus
B2B and Territory Sales Strategies and Techniques
This course in B2B and Territory Sales Strategies and Techniques equips you with essential skills for excelling in B2B sales. It includes strategic territory management, advanced sales methods, and the use of cutting-edge sales technologies. The course focuses on understanding B2B markets, identifying target customers, assessing competition, and developing region-specific sales strategies.
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Syllabus
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Activities
Revise key sales concepts
Show steps
Brush up on core sales concepts to lay a solid foundation for the course.
Browse courses on
Sales Techniques
Show steps
-
Review notes or textbooks on fundamental sales principles.
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Practice role-playing basic sales scenarios.
Join a sales study group
Show steps
Engage with peers to discuss course material, share insights, and enhance understanding.
Show steps
-
Identify fellow students interested in forming a study group.
-
Establish regular meeting times and designated topics for discussion.
-
Take turns leading discussions and presenting key concepts.
Explore online resources on B2B sales
Show steps
Supplement course material with external resources to enhance knowledge of B2B sales techniques.
Show steps
-
Identify reputable websites, blogs, or platforms offering B2B sales insights.
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Follow industry experts and thought leaders on social media.
-
Attend webinars or virtual conferences on B2B sales best practices.
Six other activities
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Conduct mock sales negotiations
Show steps
Develop negotiation skills essential for successful sales interactions in the B2B context.
Show steps
-
Prepare for negotiations by researching market conditions and customer needs.
-
Practice role-playing various negotiation scenarios.
-
Seek feedback from peers or an instructor to improve negotiation strategies.
Assist at a non-profit organization
Show steps
Develop practical sales experience by applying course principles in a real-world setting.
Show steps
-
Identify a non-profit organization aligned with your interests.
-
Volunteer in a role that involves interacting with clients or donors.
-
Use sales techniques learned in the course to build relationships and secure support.
Develop case studies for territory strategies
Show steps
Apply course concepts to real-world scenarios, solidifying understanding of territory management.
Show steps
-
Identify specific sales territories with unique challenges.
-
Research market trends, competition, and customer profiles.
-
Develop detailed strategic plans for each territory.
-
Present case studies to the class or share online.
Contribute to an open-source CRM project
Show steps
Gain hands-on experience with CRM technologies while contributing to the open-source community.
Show steps
-
Identify an open-source CRM project that aligns with your interests.
-
Find a specific issue or feature to work on.
-
Contribute code or documentation to the project.
-
Engage with the project community and seek feedback.
Design a CRM system for a B2B company
Show steps
Enhance understanding of CRM tools by applying course concepts to a practical project.
Show steps
-
Research different CRM systems and their capabilities.
-
Determine the specific needs and requirements of a chosen B2B company.
-
Design a customized CRM system tailored to the company's needs.
-
Present the CRM design to the class or share it online for feedback.
Attend a B2B sales bootcamp
Show steps
Immerse yourself in advanced B2B sales techniques and strategies through a concentrated learning experience.
Show steps
-
Research and identify reputable B2B sales bootcamps.
-
Attend sessions and actively participate in discussions.
-
Network with industry professionals and fellow attendees.
Revise key sales concepts
Show steps
Brush up on core sales concepts to lay a solid foundation for the course.
Browse courses on
Sales Techniques
Show steps
- Review notes or textbooks on fundamental sales principles.
- Practice role-playing basic sales scenarios.
Join a sales study group
Show steps
Engage with peers to discuss course material, share insights, and enhance understanding.
Show steps
- Identify fellow students interested in forming a study group.
- Establish regular meeting times and designated topics for discussion.
- Take turns leading discussions and presenting key concepts.
Explore online resources on B2B sales
Show steps
Supplement course material with external resources to enhance knowledge of B2B sales techniques.
Show steps
- Identify reputable websites, blogs, or platforms offering B2B sales insights.
- Follow industry experts and thought leaders on social media.
- Attend webinars or virtual conferences on B2B sales best practices.
Conduct mock sales negotiations
Show steps
Develop negotiation skills essential for successful sales interactions in the B2B context.
Show steps
- Prepare for negotiations by researching market conditions and customer needs.
- Practice role-playing various negotiation scenarios.
- Seek feedback from peers or an instructor to improve negotiation strategies.
Assist at a non-profit organization
Show steps
Develop practical sales experience by applying course principles in a real-world setting.
Show steps
- Identify a non-profit organization aligned with your interests.
- Volunteer in a role that involves interacting with clients or donors.
- Use sales techniques learned in the course to build relationships and secure support.
Develop case studies for territory strategies
Show steps
Apply course concepts to real-world scenarios, solidifying understanding of territory management.
Show steps
- Identify specific sales territories with unique challenges.
- Research market trends, competition, and customer profiles.
- Develop detailed strategic plans for each territory.
- Present case studies to the class or share online.
Contribute to an open-source CRM project
Show steps
Gain hands-on experience with CRM technologies while contributing to the open-source community.
Show steps
- Identify an open-source CRM project that aligns with your interests.
- Find a specific issue or feature to work on.
- Contribute code or documentation to the project.
- Engage with the project community and seek feedback.
Design a CRM system for a B2B company
Show steps
Enhance understanding of CRM tools by applying course concepts to a practical project.
Show steps
- Research different CRM systems and their capabilities.
- Determine the specific needs and requirements of a chosen B2B company.
- Design a customized CRM system tailored to the company's needs.
- Present the CRM design to the class or share it online for feedback.
Attend a B2B sales bootcamp
Show steps
Immerse yourself in advanced B2B sales techniques and strategies through a concentrated learning experience.
Show steps
- Research and identify reputable B2B sales bootcamps.
- Attend sessions and actively participate in discussions.
- Network with industry professionals and fellow attendees.
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