What you'll learn
The four stages of a sales and marketing funnel.
The metrics and fundamentals of funnel optimisation.
How to create an ideal customer profile.
How to understand and enable the customers' wants and needs.
An effective sales process that sells the value to your customer.
The buyer's journey and how the sales process aligns with it.
The importance of a pre-call plan.
How to retain loyal customers.
How to assess customer lifetime values.
The importance of customer experience.
How to grow recurring sales revenues.
Requirements
No specific requirements.
Description
About The Course Do you wish to develop a more effective modern sales process that truly satisfies your customer's wants and needs? Are you ready to learn the fundamentals of an effective sales and marketing funnel and winning sales process? Then this Sales Foundations and Fundamentals course is for you. Its purpose is to provide you with all you need to know about the sales and marketing funnel and the sales process to make you and your team more effective sellers. It is a practical program that will introduce you to the fundamentals of the sales process through video lectures accompanied by exercise worksheets, references and downloads. So much has affected the sales industry in the last two to five years, with changing buyer behaviours, technological developments and an accelerated move to digital. Many sellers and leaders of sales organisations have also never been properly educated in sales processes. However, the fundamental foundations have not changed. This course will provide you with knowledge of the sales process - including the theory, terminology and practice of sales - and tools for identifying opportunities to build long-term profitable relationships and retain loyal customers. By the end of this sales course, you will be able to identify your ideal customer, write a sales process that is aligned to your ideal customer profile and how to create customer lifetime value long after the sale. A Note From The Expert "What I have discovered from my many years of working in strategic sales is that many sellers and leaders of sales organisations do not know the foundations and fundamentals. My belief is that in order to break the rules you need to know them first. So much has changed in the last two and five years with massive changes in buyer behaviours, technological developments, and an accelerated move to digital, however, the fundamental foundations have not changed. What has changed is that everyone is in sales and therefore everyone needs to understand the sales fundamentals, whether you are a CEO, Founder, Sales Leader, Sales Professional and Business Owner, Sales support, or related business function." - Janice B Gordon, Course Instructor
Overview
Section 1: Introduction
Lecture 1 Introduction
Section 2: Funnel Creation And Optimisation
Lecture 2 The Four Stages Of A Sales And Marketing Funnel
Lecture 3 Sales Metrics And The Fundamentals Of Funnel Optimisation
Lecture 4 Creating An Ideal Customer Profile
Section 3: Generating Sales
Lecture 5 Selling Value To Your Customer
Lecture 6 The Buyer's Journey
Section 4: Recurring Sales
Lecture 7 The Importance Of Customer Retention And Lifetime Value
Lecture 8 Customer Experience For Retention And Growth
Section 5: Conclusion
Lecture 9 Conclusion
People already selling that know they need a refresh on the fundamentals of the sales funnel and process and what has changed since they first learnt how to sell.,People completely new to sales, whether corporate or small business sales, in this course you will learn the fundamentals that you need to set yourself up for sales success.,People that work with other sellers but do not traditionally sell, such as strategy, marketing, finance, operations and product development, those recruiters of salespeople and HR. To work more effectively you need to increase your understanding of sales as the engine of all business growth.


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