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所在平台: Udemy |
课程主页: https://www.udemy.com/course/sales-prospecting-pipeline-growth/
课程评论：没有评论
**课程名称：** Sales Funnel Growth: 4-steps to accelerate prospecting (销售漏斗增长：加速潜在客户开发的四步法) **课程概述：** 本课程旨在帮助您通过与潜在客户和现有客户就其业务价值进行深入沟通，从而建立信心。课程基于讲师30多年的战略销售经验，分享了加速潜在客户开发和增长销售漏斗的四步法： 1. **细分 (Segmentation)：** 学习如何区分和优先排序您负责区域内的客户，从而聚焦目标客户，坚定信念，克服初期的客户阻力。 2. **业务价值 (Business Value)：** 掌握一个经过验证的框架，能够自信地展示您为客户带来的业务价值，并以此脱颖而出。 3. **关系 (Relationships)：** 学习识别和建立关键客户关系，了解不同客户群体的核心诉求（业务价值），并建立一套可重复的关系发展流程。 4. **独特的业务相关性 (Unique Business Relevance)：** 结合对竞争环境的深刻理解和自身解决方案，判断制胜可能性，并考虑独自或与合作伙伴一同赢得业务的价值。 **课程亮点：** * **实用的四步法：** 提供一套可独立执行或组合使用的销售方法。 * **聚焦业务价值：** 强调以客户视角沟通业务价值，建立竞争优势。 * **可重复的流程：** 帮助学员建立可复制、年复一年的销售成功流程。 * **经验分享：** 讲师将分享其在初创公司和大型跨国银行的8年销售工作中积累的宝贵经验。 通过本课程的学习，您将能够更有效地识别最佳销售机会，加速销售渠道的增长，并最终实现业务的持续成功。
Ultimately our prospects and clients care about business value and at the end of this course you will have the confidence to discuss business value with your prospects in their terms. This course shares with you the best of my learnings and experiences from over 30 years of strategic selling and you will be introduced to the 4 steps in my method: Segmentation. Business value. Relationships. Unique business relevance. Each section can be executed on its own or in any combination. Importantly, each step contributes to you identifying your best prospects and accelerating your pipeline growth. By structuring and executing your go-to-market in the sequence of the sections in this course, you will have a repeatable process that will support your success year-on-year. Before we get into the course proper, I will set the scene of each section: Segmentation. This section ensures that you have given thought to differentiating your territory and then prioritizing your accounts within your territory. By taking the time to segment, you are giving yourself the reason to be focused in a set of accounts. Without this self-belief and understanding it becomes too easy to flip accounts at the first evidence of buyer resistance. Business Value. This section is the centre piece around which all else stands or falls. You will finish this section with a framework that I have developed and road-tested for over a decade. By using this framework, you will never have to shy away from a challenge around the business value you bring to a prospect. In fact, you will lead with this discussion and in so doing immediately differentiate yourself from your competitors. Relationships. There are 2 types of relationships. Those you have and those you want to have. You will build on the Business Value section through this section and develop a repeatable process for the identification of key relationships you need and I will equip you with a way to understand what matters most to each prospect - business value. Unique Business Relevance. In this stage, you combine a detailed understanding of your competitive environment with your capability or solution. This is where you need to think deeply about whether you can win or not. In addition, you will give due consideration to the value of competing alone or with business partners. To wrap up this introduction, I would like share the following for context: I worked for a start-up for 3 years then worked as an account manager on a major global bank for 5 years and my learnings from that 8-year period profoundly impacted my approach to prospecting. My learnings from that 8-year block is what I have honed and share with you here. So, let's get started.
