What you'll learn
Differentiate between popular enterprise sales methodologies and clarify the difference between sales methodology and sales process
Understand the top challenges for enterprise sales organizations today and how a sales methodology can address those challenges
Outline the evolution of sales methodologies and the context in which they arose
Review the benefits and challenges of popular sales methodologies like Strategic Selling, SPIN, Solution Selling, Sandler System, MEDDIC, and Challenger Selling
Discover best practices for using sales methodologies in modern enterprise sales organizations
Create a customized plan for incorporating sales methodologies into your organization's sales process
Requirements
Students should have some exposure to enterprise sales as either salespeople, sales managers, or corporate leadership.
Description
Confused about old and new enterprise sales methodologies? Which is best for your environment? What are the pitfalls in mixing and matching or even developing your own customer sales methodology? This course is about clarifying and differentiating various popular sales methodologies (Strategic Selling, SPIN, Sandler, Solution Selling, MEDDIC, and Challenger) and their applied context within the ideal sales process of today's enterprise sales organizations. Students will learn and appreciate these various program legacies, but also learn how today's best sales organizations are applying custom sales methods and processes for their own unique enterprise sales environments.
Overview
Section 1: Introduction to Sales Methodologies
Lecture 1 Welcome to the Course
Lecture 2 Exercise: Rate Your Current Understanding of Sales Methodologies
Lecture 3 Sales Methodologies Defined
Lecture 4 Top 10 Enterprise Sales Challenges
Section 2: The Evolution of Enterprise Sales Methodologies
Lecture 5 A Historic Timeline of Sales Methodologies
Lecture 6 Understanding Strategic Selling
Lecture 7 Understanding SPIN Selling
Lecture 8 Understanding Sandler System
Lecture 9 Understanding Solution Selling
Lecture 10 Understanding MEDDIC/MEDDPICC
Lecture 11 Understanding Challenger Selling
Section 3: Effective Sales Engagement Process Management
Lecture 12 Best Practices for Enterprise Selling Today
Lecture 13 The Customer Buying Process and Sales Engagement Process
Lecture 14 Exercise: Develop Your Customer/Sales Engagement Chart
Section 4: Conclusion
Lecture 15 Key Takeaways: Sales Methodologies
Lecture 16 Thank You for Taking the Course!
New and experienced sales managers, salespeople, and company leaders who seek to master, refresh, and implement enterprise sales methodology best practices.

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