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所在平台: Udemy |
课程主页: https://www.udemy.com/course/startup-selling-build-your-sales-process/
课程评论：没有评论
课程名称：创业销售：销售更多产品 概述：大多数销售课程和培训专注于“销售”本身，然而，您需要了解客户的购买流程。本课程将教授您如何识别购买和销售过程中的各个组成部分，从而提高转换率，加速销售时间。企业销售（即商业对商业）往往需要3、6或12个月，甚至更长时间，并且涉及许多决策者、影响者和个人买家。我们将使用销售模型画布作为实现这些目标的框架。销售模型画布是一个简单的流程，从与潜在客户的第一次对话开始，经过销售和购买流程，一直到成功实施解决方案与新客户的合作。课程涵盖来自多个行业和解决方案的案例研究，包括：软件即服务（SaaS）、数据即服务（DaaS）、平台即服务（PaaS）以及大学和学院的教育产品和销售、政府和招标（RFP）销售情况、清洁技术与可再生能源服务公司，以及包括咨询和网络开发服务在内的服务型公司。我们将展示来自初创企业和成熟公司的实例。 所有材料、课程讲座和案例研究均在与初创企业和科技团体的现场面对面工作坊中展示过，如2012年精益创业大会、Startup Grind、精益创业圈-旧金山、精益创业-橙县、精益创业-波特兰、Bootstrapper's Breakfast和企业家组织SARTA工作坊。 学员见证：“我参加了这个课程的现场工作坊，这是我们的销售指南——我们在每一个交易中的进展如何？我们是否在正确的轨道上？我们正在去往哪里？”——Arthur Bart-Williams，加诺格创始人，精益创业大会演讲者和导师。“对于没有销售经验的人来说，这是一个非常实用的快速入门课程，我觉得自己能够进行销售，强烈推荐。”——Riaz Rizvi，Kickstart Platforms的负责人。“Scott在开发我们的企业销售流程中发挥了关键作用，教我们如何在目标客户中进行导航并开发销售实验，以优化我们的流程。”——Patrick White，Synata首席执行官，2013年LAUNCH最佳新企业产品。 书籍评论：《创业销售》和《52个销售问题回答》（课程作者著作）：“无论我们的工作是什么，我们总是要向别人销售一些东西。这本书非常实用。”——Ali Julia，亚马逊#1评论员。 “信息量丰富，读这本书就像参加他的研讨会，特别有趣且聚焦。”——Grady Harp，亚马逊前50评论员。“如果您是希望快速掌握商业销售知识的创业者，特别是软件销售，这本书是必读清单之一。”——Sean Murphy，SKMurphy创始人。
Most sales courses, training, and workshops focus on "selling" when in fact, you need to know your customer's buying process. That's what you'll learn in this class. By identifying the components of the buying and selling process, you can increase your conversion rates and accelerate your time-to-sale. Enterprise sales (i.e. business-to-business), purchasing decisions can take 3, 6, or 12 months (or more!) with many decision-makers, influencers, and individual buyers involved. We use the Sales Model Canvas as your framework to achieve these objectives. The Sales Model Canvas is a simple process to follow starting from the first conversation with your prospective customer all the way through the sales and buying process, and to successful implementation your solution with your new client. The course includes case studies from various industries and solutions, including: Software-as-a-Service (SaaS), Data-as-a-Service (DaaS), Platform-as-a-Service (Paas) University & college educational products and sales Government and Request-for-Proposal (RFP) sales situations Clean Tech & Renewable Energy Services-based companies, including consulting and web development services. Examples from both startups and established companies. All of the materials, course lectures, and case studies have been presented at live, in-person workshops with startup and technology groups including: The 2012 Lean Startup Conference Startup Grind The Lean Startup Circle-San Francisco The Lean Startup-Orange County The Lean Startup-Portland Bootstrapper's Breakfast Entrepreneur's Organization SARTA Workshop Testimonials "I attended a live workshop for this course. I have this stuff on my desk. It's our sales compass - where are we on each deal? Are we on track? Where are we going?" - Arthur Bart-Williams, Founder, Canogle, Speaker & Mentor at the Lean Startup Conference "Very practical Quickstart for a non-salesperson to do lead discovery and conversion. I'd previously read Solution Selling to overcome a feeling that I'm an engineer not a salesperson, but found the book too theoretical to help. This workshop was a hit-the-ground-running introduction where I left feeling that I can do sales. Highly recommend it." - Riaz Rizvi, Principal at Kickstart Platforms "Scott was instrumental in developing our enterprise sales process by teaching us how to navigate through target prospects and developing sales experiments to optimize our process." - Patrick White, CEO at Synata, Best New Enterprise Product at LAUNCH 2013 Book Reviews for "Startup Selling" and "52 Sales Questions Answered" (by the course author) "I found this book useful as we all sell something to someone no matter what our job is. The customer could be your manager or co-workers, and you might be selling your new idea rather than a product. No matter what you sell, you bound to pick up useful ideas in this book." - Ali Julia, Amazon #1 Reviewer, Review of "Startup Selling" "There is a wealth of information here - the book makes the reader feel like being in attendance at one of his seminars. Sambucci is bright, witty, focused, and right there on the front lines of success. Just buy into it." - Grady Harp, Amazon Top 50 Reviewer, Review of "52 Sales Questions Answered" "If you are an entrepreneur who wants to get up to speed quickly on selling to business, in particular selling software, the book belongs on your short list of must reads." - Sean Murphy, Founder SKMurphy, Review of "Startup Selling"
