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所在平台: Udemy |
课程主页: https://www.udemy.com/course/b2b-saas-best-practices/
课程评论：没有评论
B2B SaaS 最佳实践 本课程旨在帮助销售人员提升业绩，掌握将交易从潜在客户转化为已完成交易的技巧。无论您是业绩不佳的销售代表，还是希望更上一层楼的SDR，都能从中受益。 课程要点： * **换位思考**：理解客户的需求和痛点，而非仅仅关注会议安排。 * **LinkedIn 运用**：利用LinkedIn 建立销售渠道，与客户和关键人物建立有意义的联系。 * **结构化外展**：制定系统化的外展策略，有效安排会议。 * **深入的准备**：进行有针对性的准备和研究，为高触感式发现流程奠定基础。 * **掌控通话**：设定通话基调，管理项目进度，推动交易直至完成。 * **避免功能展示**：提供真正为客户带来价值的产品演示，而非仅仅展示功能。 * **有效的提案**：提交能得到反馈而非石沉大海的提案。 * **以客户为中心的指标**：用客户关心的指标来衡量价值。 * **定价策略**：将定价作为形式而非谈判的障碍。 * **试用和POC**：利用试用和概念验证（POC）加速成单，而非延长销售周期。 * **客户引用**：通过客户引用保持对销售的主导权。 * **合同后服务**：以咨询式销售方式跟进合同签署。 通过这些实用的策略和技巧，您将能够加速交易进程，更好地掌控销售，并赢得更多客户。
This course contains dozens of gems for how to build a sales funnel, how to stay in control of the sale, avoid feature function selling, assume the sale and be able to drive your deals to closed won. The tactics contained in this course have worked across industries and for hundreds of reps closing transactional sales to enterprise deals in the mid-to high six figures. If you are a seller who is struggling to hit quota and consistently close deals, or you are an SDR looking to take your career to the next level, there are best practices, talk tracks, tips and tricks in this course for you. In this course, you'll learn how to:Think about things from your buyers' perspective (hint, no one cares that you'd love to set a meeting with them, they care about themselves and their pain only)Use LinkedIn differently to build pipeline and engage buyers and champions in a way that is about them, and not about youCreate structure to your outbounding and book the meetingAvoid the mistake that most sellers make by doing prep and research that sets you up to run a high touch discoverySet the tone in all of your calls and project manage your deals across the finish lineAvoid feature function selling and provide a demo that matters to your buyer (hint, you have to tell them why everything you're showing them matters to them)Manage proposals that don't go into the abyss and avoid getting ghostedOrient your buyers in metrics that matter to themUse pricing as a formality rather than a black hole in which you lose your prospectsUse Trials and Proof of Concepts to close deals rather than extend your sales processStay in control of the sale with References Manage past the contract as a consultative sellerThese training topics have helped hundreds of sellers to accelerate their deals, stay in control of the sale and win more often. If you want to get better but don't know where to start - this course is for you!
