COURSE CATALOG
Tons of Content – Lots of Value
STRATEGIES
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LASER™ Account Planning
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LASER™ Account Mapping
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LASER™ Call Planning
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Target Account Identification
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Compelling- Introductory Messages
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NUMERAL™ Opportunity Analysis
CLIENT ENGAGEMENT
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Complex Buying Processes
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Opening & Closing the Room
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Conversational Interrogation™
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Handling Objections
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Selling at a High Altitude
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Presentation Concepts and Skills
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Presenting Your Corporate Capabilities
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Making the Case
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Effective Negotiating
SALES COACHING
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The Performance Pyramid
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The Top Gun Periodic Table of Performance™
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The Role of a Coach
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Coaching Skills and Tactics
GENERAL SELLING POINTS
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You Bring Value
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The Sales Knowledge Architecture
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Five Engagement Mistakes That Sales Pros Make
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The ZEN of Consultative Selling
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The Cardinal Sin of Self–Interest
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The Selling Relationship Spectrum
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Seven Reasons You Lose Deals You Should Win
EXECUTIVE BRIEFS
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CRM – Why Yours Might Not Be Working
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How to Empower vs. Entangle
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Five Critical Concepts to Drive Demand Generation
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What They Don\’t Tell You About Digital Marketing
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Call Centers – The secrets to effective out-bound telesales and digital marketing
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Selling Concepts for Non-Selling Professionals
