Sales School Refreshed

Function: Sales

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Overview

To be a top-performing salesperson in today’s economy, there are fundamental skills you need to master. You know the ins and outs of your company’s product; but what about the details beyond that – the capabilities that truly make you an expert in the sales process?

This intensive, 10-week school teaches students all elements of running an effective sales cycle from prospecting to close. You’ll learn from the world’s best go-to-market leaders in live sessions followed by weekly cohorts with your peers. Cohort sessions include role-plays, exercises, and discussions about success stories and lost deals.

Designer Bio

Stephanie Valenti has 15+ years of experience building and leading B2B sales organizations and operational departments from 50 to 500+ team members across the U.S., Australia, and Europe holding roles such as SVP of Global Sales, Chief Operating Officer and Chief Revenue Officer. Most recently, Stephanie was Chief Revenue Officer at SmartBug Media, a 7x Inc 5000 winner and an Elite HubSpot Partner. She led the sales, marketing, and client services and delivery departments, ensuring alignment, efficiency, and growth across the revenue teams.

Combining all of her “superpowers” developed from a wide variety of previous roles, today Stephanie serves as COO and Head of Revenue at Vitalyc Medspa.

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Information

Who Should Take

This course is designed for any of our Pavilion Members - Analyst, Associate, or Executive.

This school is designed for Individual Contributors looking to advance their career in Sales and Sales Development.

Results to Expect

By the end of this course, you will have the knowledge and skills to be able to:

Increase meetings booked and show-rate
Conduct better discovery to uncover pain faster while keeping control of the conversation
Control the sales process and engage with decision-makers
Increase deal velocity and win rate

Homework, Assignments, or Expectations

There is no homework, assignments, or expectations outside of class time for this school.

Attendance Requirements

For our Associate members, we currently do not provide certificates for completion of any On Demand offerings.

Outline

Session 1: Qualities of Great Sellers
- By the end of this class, you will be able to:
  - Demonstrate characteristics and traits of impactful sellers on 100% of sales interactions to increase overall revenue and win rates
  - Complete sales deals at a rate above average for a given role through recognition of customer motivations
  - Create a personal plan to use resources available to build sales skills and maintain personal motivation every day

Session 2: Managing Your Day and the Secrets of Time Management
- By the end of this class, you will be able to:
  - Determine personal behaviors that convert your finite supply of willpower, focus, and energy into increased sales productivity
  - Plan at least five tangible actions you will take in the next 90 days to eliminate distractions and increase the percentage of your daily actions that lead to sales
  - Complete a weekly review for your past week to celebrate results, process results/issues, analyze prioritization, align to goals/commitments, and make changes to ineffective items

Session 3: MEDDIC for the AE
- By the end of this class, you will be able to:
  - Use MEDDIC as the primary framework in your sales lifecycle to drive risk identification, increased wins, and skills development
  - Identify opportunities that are effective uses of your focus and energy
  - Discuss the strategic use of MEDDIC with leadership in regard to your personal performance and sales history

Session 4: Reflective Listening or the Magic Skill to Master First
- By the end of this class, you will be able to:
  - Deliver mirroring statements to confirm the information being communicated to you and to build rapport with customers
  - Use labeling skills to align your value propositions to customers’ motivations
  - Select follow up questions that persuade customers to volunteer additional relevant information that leads to a sale

Session 5: Mastering Discovery and Asking Good Questions
- By the end of this class, you will be able to:
  - Differentiate discovery and qualification for every prospect to center the conversation on the customer’s needs
  - Create specific, persona-based discovery questions that surface customer pain points that align with your product offerings and solutions
  - Determine the most relevant product features to include in future customer engagements and demos

Session 6: Sales Engagement and Effective Prospecting
- By the end of this class, you will be able to:
  - Create prospect communication plans to personalize your outreach to individuals above and below the “power line”
  - Determine the best outreach methods for various individuals in order to build use case champions for those below the power line, buy-in from decision-makers, and repeat contacts at all levels
  - Distribute outreach and follow-up communications with the correct content, at the right time, and to the right people in order to increase your qualified prospects and win rate

Session 7: Social Selling and Brand Building
- By the end of this class, you will be able to:
  - Create daily social media postings that foster views, interactions, and lead generation
  - Develop a higher interactivity rate through a social media profile that surfaces your purpose and impact
  - Use the maximum number of LinkedIn connection requests each day to increase your potential sales network

Session 8: Negotiation and Deal Scoring
- By the end of this class, you will be able to:
  - Implement successful negotiation tactics to increase the net value of all prospects and closed deals
  - Connect customer needs to the ROI of your offerings during every negotiation to provide customized value statements, concessions, and delivery mechanisms.
  - Create a mutual action plan and a personal plan for your influence efforts to score deals in a timely fashion

Session 9: The Art of the Close
- By the end of this class, you will be able to:
  - Initiate closing conversations that lead to increased deals based on your sales checklist and individual prospects
  - Differentiate the skills and tactics you use when selling versus closing in order to minimize risks during the closing process
  - Use available resources to make effective compromises (gives and gets) during closing negotiations

Session 10: Positioning Yourself for Advancement or How to Get Promoted
- By the end of this class, you will be able to:
  - Develop a personalized career plan that includes your motivations, future goals, and specific roles for promotion
  - Create a promotion support and accountability network with your goals, actions, words, relationships, and image
  - Use information on your performance, areas for growth, future team’s performance, leadership support, and goals of the hiring manager to best prepare for your promotion

Become the leader we know you can be

Develop your career alongside a powerful network of peers and enable your team to reach new heights