Professional Documents
Culture Documents
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Bronze: Basic
Course: How To Sell 101
Course: Sales Reset: New Rules of Selling
Course: Inside The Customer’s Brain
Course: Effective Sales Presentations
Course: How To Block Objections
Course: Closing The Credibility Gap
Course: Sell More...Faster
Course: Qualifying Sales Opportunities
Silver: Advanced
Course: Inbound Selling
Course: Predictable Prospecting
Course: Upselling – Increasing the Order Size
Course: Business Metrics For Salespeople
Course: Influencing Change
Course: Sales Presence
Course: Getting Referrals
Course: Sales Conversations
Course: The Perfect Voicemail
Course: Cold Calling Success
Gold: Mastery
Course: Value Centric Selling
Course: Monday Morning Sales Workouts
Course: PROductive Meetings
Course: Sales Force Management
Course: Hire Smarter
Course: Channel Sales
Course: High-Tech Selling
Course: Developing a Sales Culture
Course: Pricing Strategies
*Course: How To Get A Meeting With Decision Makers
LEVEL: Bronze
Course - Upselling
Lesson 1: Selling with Options
Lesson 2: The Power of the Endowment Effect in Upselling
Lesson 3: Using Product Contrast to Sell
Lesson 4: Four Tips to Upselling using Authority, Mentioning, & Stories
Lesson 5: Understanding Risk Aversion
Lesson 6: Using the Foot-In-The-Door Strategy
Course - Business Metrics For Salespeople
Lesson 1: Understanding Business Metrics
Lesson 2: Business Acumen
Lesson 3: 5 Ms of Value Impact
Lesson 4: Fixed and Variable Cost
Lesson 5: Costs - Selling a Service
Lesson 6: Profitability
Lesson 7: Revenue Sources
Lesson 8: Types of Costs
Lesson 9: Straight-line Depreciation
Lesson 10: Salvage Value
Lesson 11: Explanation of Amortization
Lesson 12: Three Key Client KPIs
Lesson 13: Net Income Pipeline
Lesson 14: Revenues & Cost of Goods (COGS)
Lesson 15: Gross Profit
Lesson 16: Operating Expenses & Income
Lesson 17: EBIT(DA)
Lesson 18: P&L
Lesson 19: Break-Even Point (BEP)
Lesson 20: Return On Investment (ROI)
Lesson 21: Total Cost of Ownership (TCO)
Lesson 22: Return on Assets (ROA)
Lesson 23: Business Metric Wrap-Up