A Collection is a competency and skills based grouping of courses on similar topics.
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Collection |
Series within that Collection |
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Master the Fundamentals: For those who are new to sales, this will provide an understanding of the foundational skills for becoming an elite seller. |
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Plan to Win: Understand the levels of sales planning and execution to form strategies to optimize your territory and maximize your accounts. |
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Prospect with Purpose: Understand how to strategically research, plan and conduct early outreach to engage prospects and generate leads. |
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Drive the Deal: Learn how to apply qualification criteria and manage a sales cycle based on customer actions that indicate their readiness to progress - through mid-stage, late-stage deals and renewals. |
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Qualify to Win: Understand the MEDDICC Qualification, how the components connect to each other and their relevance throughout a customer engagement process to improve forecasting and win rates. |
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Build the Business Case: Understand how to conduct effective discovery, communicate value props and business justification relevant to specific customer needs, and negotiate on value vs. price. |
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Own Your Career: Understand how your current role maps to your desired next role, the requirements of success in that next role and how to communicate your strengths and skills in order to advance your career. |
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Manage & Coach Elite Teams: Understand what it takes to develop an elite team, how to coach them effectively and what's required from a mindset and communication perspective to successfully do so. Learn how to create an effective operating rhythm for managing a team and best practices for running strategic opportunity coaching sessions. |
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FM Enabling Technologies: Learn how to use Force Management technologies, such as Ascender and Opportunity Manager. |
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