TRAINING COURSE CATALOG

Managing the Negotiators’ Dilemma

How to manage the negotiator's dilemma depends on whether you tell the truth and believe what other people say in a negotiation.

English (US)

10 Minutes

Fanatical Prospecting

People, not organizations or departments, are the basics of prospecting. It's key to find key individuals at each company when you're cold calling. 

English (US)

10 Minutes

Effectiveness vs. Efficiency

You work efficiently. The problem is that efficiency is only a small part of effectiveness, which is what we want to accomplish. Prioritizing your time for effectiveness is the next challenge.

English (US)

10 Minutes

Courage and Integrity

There are several important virtues you should have as a salesperson. Often, you may want to promise the moon to your clients, but it’s always better to under-promise and over-deliver.

English (US)

10 Minutes

Focus and Cooperation in Sales Leadership

In sales leadership, the most important team contribution you can make is to help everyone remain calm, clear, focused, and forward-thinking concerning your values, vision, mission, purpose, and goals.

English (US)

10 Minutes

Humility and Foresight in Sales Leadership

Humble leaders have the security and self-confidence to recognize the value of those around them. And foresight is when leaders can look into the future and anticipate what might occur.

English (US)

10 Minutes

The First Sales Call

How to manage the negotiator's dilemma depends on whether you tell the truth and believe what other people say in a negotiation.

English (US)

10 Minutes

Leadership Responsibilities in Sales

There are a variety of essential skills every sales leader must have to inspire their team to work to their full potential.

English (US)

10 Minutes

Sales and the Principle Maneuver

The principle maneuver is a military principle used to help you achieve victory over your competition. Each principle shows how it can be applied to be more effective as a leader in your organization.

English (US)

10 Minutes

Engaging Sales Presentations

Your product or service comes alive in an engaging sales presentation. Try and see the presentation as if you’re the prospect. In what ways can you delight or surprise your customer?

English (US)

15 Minutes

International Finance Considerations

If you’re working in an organization that has customers or prospects in other countries, do you understand exchange rates, how that impacts sales, and the creation of jobs in the economy.

English (US)

10 Minutes

Understanding Power and Dependency

Fortune named Steve Jobs the most powerful person in business. Jobs transformed no fewer than five different industries. He used six types of power: expert, legitimate, reward, referent, information, and coercive.

English (US)

10 Minutes

Using Power and Influence Ethically

The circumstances of power make it easy for misuse to occur. Legitimate from the position they hold, coercive from the ability to fire employees, and the ability to give raises and perks.

English (US)

10 Minutes

Designing Your Sales Approach

When someone decides to do business with your company, the customer is trusting you with their money. Furthermore, they’re trusting you above all other companies to help with their challenges.

English (US)

10 Minutes

Maximizing Cultural Awareness

If you want to be successful in international business, you’ll need to comprehend countries' cultural, economic, legal, and political differences. 

English (US)

10 Minutes

Digital Sales Approach

Today buyers and customers have changed more than we realize. Digital sales provides the ability to scale relationship building using social and digital channels.

English (US)

10 Minutes

Managing Yourself in Sales

In sales it’s important to look ahead and learn what the day-to-day activities are, identify what you need to help you partner with your customers, and achieve success yourself and your company. 

English (US)

10 Minutes

Social Selling

Consider social networks as visual maps of a relationship between individuals. Much of the organizational work that gets done is completed through informal networks.

English (US)

10 Minutes

Using SPIN Selling

The SPIN sales model was developed by focusing on successful and experienced sales professionals doing what they do best – selling. Today sales professionals incorporate the SPIN model into their sales process. 

English (US)

10 Minutes

Characteristics of a Value-Centered Operation

When building a service-centered organization, your number one focus should be the customer experience. It also means you will go above and beyond by showing quality, integrity, and efficiency characteristics.

Spanish (Latin American)

10 Minutes

Defining the Wants and Needs of Customers

The science of consumer behavior describes and defines how you shop and why you buy. Smart retailers study consumer behavior patterns and lay out their stores and merchandise accordingly.

English (US)

5 Minutes

Effective Selling in Any Situation

There are five different types of selling. The first is personal selling, transactional selling, consultative selling, missionary selling, and direct selling.

English (US)

5 Minutes

Understanding the Benefits of Consultative Selling

Learn why relationships are so important in selling, the mindset you should approach consultative selling with, and some best practice tips. The bottom line is, to be successful in selling you have to make selling personal. People do business with people, not with companies.  

English (US)

10 Minutes

Giving Your Best Presentation

As you grow in your career, one way to demonstrate your knowledge and abilities is by making presentations.

English (US)

10 Minutes