Training — Sales Basics

The Sales Basics training course focuses on the skills and tools your sales reps need to sell effectively.

Topics covered include:

Types of Selling
- Transaction
- Relationship
- Solution
- Partnership
Lead Management
- Ideal customer profile
- 4 ways to generate sales leads
- Importance of lead nurturing
- 4 ways to implement a lead nurturing campaign
Sell Cycle vs Buy Cycle
- Differences between sell cycle and buy cycle
- How to manage a sale through both cycles
- Decision makers versus influencers
- Types of decision makers & how to sell to them
Territory/Account Planning
- Purpose of the territory/account plan
- Basic parts of a territory/account plan
- How to create a territory/account plan
Sales Call Planning
- Who you are calling
- Why you are calling
- Call objectives
- Contact and account history
- Key contact and company information

Anatomy of a Sales Call
- Structure of a sales call
- Purpose of each part of the sales call
- How to handle objections
- How to execute a complete sales call
Sales Call Follow Up
- Maintaining relationships
- Finding new opportunities to grow revenue
- Expanding customer base through referrals
- Value of forecasting
- How to forecast territory sales
Sales Tools
- Identifying helpful sales tools
  - Measuring progress toward achieving goals
  - Assisting with sales efforts
  - Tracking customer information and sales activity
- Understanding the usefulness of sales tools
  - CRM
  - Dashboard tools
  - KPIs and metrics
  - Email and call scripts