Sales and Business Skills

Duration: 1.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, Video, MobileReady

This Course Is A Must-Take For Anyone Who Wants To Drive In More Profits With From Your Online Business Generators You’ve heard of businesses making it big online, and others not making it at all – and the difference is whether or not they can master online marketing techniques.

Learning Objectives

By the end of this course, you will be able to:

• Identify the difference between White Hat and Black Hat techniques
• Define PPC
• Describe the use of Social Media in online marketing

Duration: 1.75 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, Video, MobileReady

**This course does not provide CEU or PDH credit** A lot of “good” people find themselves getting fired, or even getting arrested, and have to ask, “How did I end up here?” You likely didn’t wake up today and make a conscious decision to NOT steal a car or rob a bank. However, you already have made thousands of choices, and those choices will have an inevitable impact on your life, and the lives of others. This course shows how to recognize and understand HOW to be trustworthy, reliable, and honest in your professional and personal life. What determines your future has everything to do with the choices you make. Understanding ethics can do more than help you decipher what is right or wrong. If you understand and apply the laws of ethics, then you can consciously make decisions that will inevitably lead you to become very successful.

Learning Objectives

By the end of this course, you will be able to:

• Describe the relationship between bad choices and consequences
• List three legs of the Integral Model
• Discuss the Unethical Continuum

Duration: 1.25 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, Video, MobileReady

Everything you need to know to start using Salesforce today. If your company has started using Salesforce.com and you need to get up to speed, this course is for you. In this course, Certified Salesforce Administrator, Mia Huffman, walks you step-by-step through using Salesforce for the first time. By the end of this course, you will be able to start using Salesforce to manage leads, accounts, contacts, and opportunities and track your sales activity against these objects.

Learning Objectives

By the end of this course, you will be able to:

• Log into Salesforce and navigate the interface including Apps and Items (Tabs)
• Describe the four most common objects in Salesforce: Leads, Accounts, Contacts, and Opportunities, as well as the navigation options common across objects
• Create and manage Leads.
• Track activities such as phone calls, planned events, deadlines, and emails related to a Salesforce object (e.g., a Lead, an Opportunity).
• Convert a Lead into an Account, Contact, and Opportunity
• Create and edit Opportunities including progressing through the stages of the sale
• Create your own List Views and mark records as
• Favorites so you can quickly see the records most important to you
• Search all of your Salesforce records including using wildcards to search partial values

Duration: 0.25 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, Video, MobileReady

Meet the hackers trying to break into your company, and learn how to recognize the ways they try to use you and your colleagues to steal money, data, and more. Brain Bites micro-learning courses are information-rich and convey important topics with an engaging mix of video and animation. With 5 minute video lessons and 30-minute-or-less courses, Brain Bites are the perfect tool to educate today’s busy workforce.

Learning Objectives

By the end of this course, you will be able to:

• Describe some of the risks to yourself and your employers from modern cyber attacks
• Identify Phishing attacks and list five or more ways they might be used in an email or SMS message
• Describe how to verify if updates from Windows, Java, Flash, and Adobe Reader are legitimate
• Discuss the roles of two-factor authentication, https, firewalls, social media, hoaxes, and data backup in preventing or facilitating cyber attacks

Duration: 0.20 Hrs

Course Level: Intermediate
Languages: English
Capability: Audio, Video, MobileReady

It’s natural to chat with colleagues at work and there’s not necessarily anything wrong with a little back-and-forth about political issues. However, those conversations have the potential to go wrong pretty quickly if everyone does not stick to some basic standards. This lesson provides five rules to help keep things civil when having political discussions. These rules can help your team keep from creating an uncomfortable atmosphere when the topic of politics comes up.

Learning Objectives

By the end of this course, you will be able to:

• Identify ways to have civil political conversations at work
• List 5 rules to keep political conversations from being heated and uncomfortable.

Duration: 1.25 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, Video, MobileReady

The first step in being a successful salesperson is to have someone to sell to. In this course, professional Sales Trainer Marisa Pensa walks you through the basics of getting sales appointments, including:

• What to say (on the phone or in person)
• What to NOT say (on the phone or in person)
• How to make effective phone calls
• Knowing your numbers

Learning Objectives

By the end of this course, you will be able to:

• Explain the essentials of appointment making
• Summarize the model of appointment making
• Discuss how to answer a direct question or direct statement

Duration: 3.00 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, Video, MobileReady

What Is The Difference Between A Marketing Campaign That Delivers Average Results, And One That Boosts Profits And Changes Your Bottom Line? (Hint: The keys to effective marketing are in this course). In this course, Rich Harshaw explains why his famous statement, “Everything You Know About Marketing Is Wrong” is so universally true, and what businesses can do to revamp their marketing strategies to achieve superior results.

Learning Objectives

By the end of this course, you will be able to:

• Discuss how to avoid the “Average Joe” mistake
• Define the Educational Spectrum and it’s role in the “Right Place – Wrong Time” mistake
• Identify ways to use Accelerated Discontentment in marketing

Duration: 1.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, Video, MobileReady

You can improve the way you use time. You can avoid patterns and habits that make it difficult for you to get things done. Benjamin Franklin said, “Dost thou love life? Then do not squander time, for that’s the stuff life is made of.”

Learning Objectives

By the end of this course, you will be able to:

• Describe the benefits of using the Time Estimator
• Explain the benefit of SMART goals
• Identify multiple ways of handling disruptive behavior

Duration: 3.00 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, Video, MobileReady

In this comprehensive sales certificate you’ll get everything you need so you can start making sales fast. You’ll learn how to approach cold calls, create winning phone scripts, how to identify qualified prospects and most importantly how to close the sale. Additionally you’ll get a course on B2B sales as well as a course on the complete sales cycle. Whether you are a seasoned pro or a budding sales superstar this comprehensive sales certificate has everything you need to start selling today.

The courses contained in the certificate are:

• Smart Sales 1: Understanding the Psychology of Sales
• Smart Sales 2: Naming the Decision Maker & Setting Appointments
• Smart Sales 3: Holding Appointments & Advancing the Sale
• Smart Sales 4: Dealing with Objections & Closing the Sale
• Smart Sales 5: Business-to-Business Sales
• Smart Sales 6: The Sales Cycle

Duration: 1.00 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, Video, MobileReady

What are ethical guidelines and how do they apply to you in your professional field? Every day you face decisions that have ethical implications. While the welfare and safety of the public are everyone’s primary concerns, time, personal and resource pressures can often challenge these commitments. Taking a pro-active approach to workplace ethics is the best course of action to mitigate this risk, avoid legal problems, and build a working atmosphere of integrity, trust and purpose. In this interactive online course, we will explore how to develop a strong and sustainable set of workplace ethics and guidelines designed to mitigate ethics creep, avoid legal implications, and build a solid, ethical foundation for a healthy workplace culture. We will explore common ethical topics and challenges and will detail the best practices when faced with thought provoking situations. We will also present the differences between a Code of Conduct and a Code of Ethics and how they can affect each professional differently.

Learning Objectives

At the end of this course, you will be able to:

• Recognize the pitfalls of ethics creep
• Determine an ethical path in doing business with others
• Establish a personal and professional moral compass
• Determine the course(s) of action for ethical dilemmas by asking certain questions
• Solve the problems that are presented in ethically challenging situations

Duration: 1.00 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Feeling out of control and overwhelmed by everything you need to accomplish each day? No matter how hectic your schedule appears, you can regain control of your day and increase your daily productive time. How? Effective time management is your tool to design success at work and at home. This interactive online course details a complete, integrated time management system. This system contains just seven steps, which will assist you in developing an effective and efficient method for allocating time and regaining control of your life. In addition to honing your prioritization skills, you will also learn how best to use your reclaimed time and how to periodically reassess your time management process so you can maintain control of your day.

Learning Objectives

At the end of this course, you will be able to:

• Identify two hours or more of productive time daily
• List the Seven Steps to Regaining Control of Your Day
• Discuss four causes of poor time management
• Describe an ideal workday based on the Seven Step System

Duration: 1.00 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

In 1897, Italian Economist Vilfredo Pareto found that 20 percent of any given population, of any country during any time period, accounted for 80 percent of the wealth. This pattern is repeated in many aspects of life, not just wealth. The 80/20 Rule as applied to time management reveals that there is generally a significant imbalance between our efforts and our results. Instead of there being a one-to-one relationship between effort and result, it turns out that 20 percent of our efforts produce 80 percent of the results. Conversely, the other 80 percent of our efforts produce only 20 percent of the results.

This 1-hour interactive online course from SmartTeam explores how we can channel our time and effort to get the greatest results with the least amount of effort and stress. It focuses on your individual abilities, and teaches an entrepreneurial time management approach together with creative use of the 80/20 Rule. In other words, it will help you prioritize so that you do most often the things you are best at and enjoy the most. You will learn to strive for excellence in a few things, rather than achieving mediocre performance in many.

Learning Objectives

At the end of this course, you will be able to:

• Define the 80/20 Rule and how it applies to work and every aspect of life
• Describe time management strategies for accomplishing your mission and goals
• Discuss the importance of focusing on individual abilities rather than other activities outside your natural abilities and talents
• Explain the purpose of creating and using a “To Do” list for time and activities

Duration: 0.50 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

Proper etiquette makes a statement about your character and competence as a professional. In this course we’ll focus on business dining etiquette and how to present your best self when meeting with clients, colleagues, partners, or even friends. Upon completing this course you will understand proper business dining etiquette for before, during, and after the meal. In addition you will understand common place settings and proper utensils. Finally, you’ll learn about proper etiquette when you are hosting a meal.

Duration: 0.50 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

Have you ever said that something is “not your responsibility”? Maybe it is! Learn how taking accountability can change the results you are getting at work and in your life. This course uses application exercises and a rich multimedia process to give you the insight and skills to change your results through taking accountability.

Duration: 0.50 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

Facebook, LinkedIn, Twitter, professional associations, other departments, competitors… the opportunities for networking, both ‘social’ and in person, are endless. Thus it is vital to learn to be strategic about your networking efforts in order to build the best relationships and truly get the results you want. Through application exercises and a rich multimedia process, this course will teach you what you need to know and do to be a strategic and effective ‘networker’.

Duration: 0.50 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

What is the difference between someone who simply has goals and someone who actually achieves their goals? The key isn’t to work harder, it’s to work SMARTER! The SMARTER goal setting system is the evolution of the SMART goal setting system that was introduced in the 1980’s. In this course you will learn how to apply the S.M.A.R.T.E.R. goal setting system. You will understand the definition of each letter of the acronym S.M.A.R.T.E.R. and view real world examples of how it is applied to goal setting. In addition, you will have the opportunity to apply it to set your own goals and apply the methodology. Finally, you will be provided with additional strategies for achieving your goals.

Duration: 0.50 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

What to wear? What to say? When to follow-up? The process of interviewing for a position can be nerve racking to say the least. ‘Tell Me About Your Weaknesses’ takes you through a typical interview process and prepares you for the what you may encounter. Through application exercises and a rich multimedia process, you will learn top skills to ease your nerves and prepare you for any interview.

Duration: 0.50 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

While you may have a boss and frequent interaction with HR (Human Resources) your career is YOUR career and therefore YOUR responsibility to manage. In this instructive course, learn key steps to identifying what you want out of your career and how to make it happen through application exercises and a rich multimedia process.

Duration: 0.50 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

Have a great rapport with your employees and your peers? You’re not done yet! Learning how to manage up is a key component of any successful career. Through application exercises and a rich multimedia process, this course will teach you what you need to know to create positive relationships with those you report to.

Duration: 2.92 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

Effective brand strategy necessitates taking a pan-company perspective to understand the organization’s competencies, identify new opportunities and leverage the advantage of corporate culture to deliver the brand promise. Brand success does not result just from focusing on customers, but rather from adopting a more balanced perspective by addressing stakeholders. In an era when it is easy to copy what a brand can deliver (functional values) it is more difficult to copy how the brand is delivered (emotional values). This session will address how by looking inside and outside an organization brands can grow and be sustained. It will open by presenting a model to strategically grow and sustain brands, ‘From brand vision to brand evaluation’. After explaining the model, the different elements of the model will be explored to show how the model can be used to develop valuable brands.

Duration: 0.60 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

From childhood we practice the art of negotiation. Bed time, a treat, a promotion, a raise, an extended deadline. Regardless of the type of work we do, knowing how to negotiate effectively can greatly impact our success and our satisfaction. Strategic application exercises and a rich multimedia process, will teach you basic skills to negotiate effectively to get the results you want.

Duration: 1.50 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

Business execution is about taking ideas and turning them into reality. But to do that, you need to adopt a culture of execution. Execution Strategies introduces you to the hallmarks of an execution culture, and teaches you how to develop one in your organization. You’ll learn about the importance of accountability; how to handle change; how to align the right talent with your goals; and, once you are aligned in executing your strategy, how to stay on track until you get where you want to go.

Duration: 1.00 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

When you have the foundation for a business execution culture in place, it takes constant vigilance to keep the momentum going, keep employees energized, and make sure your key people are the right ones to maintain the culture and maximize output. Inspiring Workplace Excellence deals with the importance of keeping employees energized by keeping them empowered. When you maintain positive energy, it helps create a work environment that inspires employees.

Duration: 1.50 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

There are concrete steps you can take to create a culture that will assist, rather than impede, the execution of ideas and strategies. Turning Ideas into Actions will show you how successful organizations establish a business execution culture. In addition, you will see how to avoid wrong questions, inflated numbers, unrealistic projections, and outrageous “stretch goals” that set departments up for failure.

Duration: 2.50 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

In LearnSmart’s Business Crisis Management Video Training, you’ll learn the steps to take before, during and after a crisis, which will help determine your company’s outlook once the storm has passed. In addition, you’ll learn the tools for anticipating business crises, and processes for developing crisis management capabilities — particularly, how to develop a crisis management plan.

Duration: 1.00 Hrs

Course Level: Intermediate
Languages: English
Capability: Video

One of the more valuable skills to have in life and in business is the ability to negotiate effectively. After all, a successful negotiator can generate valuable returns and preserve relationships in the process. In Successful Negotiation, you’ll get a comprehensive overview of how to be an effective negotiator. You’ll learn that negotiation is not all about “defeating” your competitors, but rather that negotiation is about reaching a mutually beneficial solution that keeps everyone happy. This course contains all the essentials you need to become the best negotiator you can be – in both your professional and personal life.

Duration: 1.00 Hrs

Course Level: Fundamental
Languages: English
Capability: Video, Audio, MobileReady

“Everyone lives by selling something.” Robert Louis Stevenson. In this course our discussion is going to be about developing the seller-doer in you. We’ll give you the basics of business development so you can understand the process, technical skills such as communications and networking and how to take a business strategy and creating an effective plan of action.

Learning Objectives

By the end of this course you will be able to:

• Describe the Business Development Process.
• Recognize that business development activities are based on a business’ strategy.
• Identify the importance of relationship development and management in effective business development activities.
• Explain the important elements of an effective proposal development process.

Duration: 1.00 Hrs

Course Level: Fundamental
Languages: English
Capability: Video, Audio, MobileReady

Too many engineers and technical professionals think of networking as collecting business cards – WRONG! Networking is all about building relationships. In this course you will learn the importance of networking and receive strategies that you can start to use to build strong relationships today! Not just ‘business card’ relationships, but ones that will yield enjoyment and opportunities for years to come.

Learning Objectives

By the end of this course you will be able to:

• Define networking and its importance
• Build lasting relationships
• Determine with whom and where to network
• Find and develop project leads
• Identify relationship opportunities
• Create a networking plan
• Overcome low confidence and language barriers
• Use social networking appropriately and effectively

Duration: 0.25 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Social networking has become a common part of people’s personal and professional lives. Although different social networking tools may be used for different purposes, LinkedIn is specifically designed to connect professionals with one another to make them more productive and successful. The purpose of this course is to show you how you can improve your sales prospecting and business networking through the use of LinkedIn, the most popular business oriented social networking site on the internet. With an ever growing membership currently in the millions, LinkedIn can help sales professionals:

• Build and maintain a broader network of trusted professionals
• Generate leads
• Learn about other companies and their hierarchies
• Leverage powerful tools to find and reach the right people
• Tap into the knowledge of their network, and
• Discover new opportunities

This course will explore each of these points and also reveal common mistakes to avoid when using LinkedIn.

Learning Objectives

By the end of this course you will be able to:

• Discuss the different ways professionals use LinkedIn for networking
• Identify ways to optimize your profile for maximum exposure and engagement
• Describe the purpose of LinkedIn Groups and discuss how they can be useful for networking
• Discuss how LinkedIn features, such as LinkedIn Forums and InMail, can help you with your sales and lead generation efforts
• Explain how to use LinkedIn’s advanced search and navigation to increase lead generation
• Describe how to link a LinkedIn account with other social networking accounts, like Twitter and Facebook
• Identify the common mistakes made by sales personnel and discuss how to avoid them

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Never has so much been written or talked about in prospecting and selling as closing or asking for the sale. Quite frankly, closing is easy and simple. In this eighth course in a 10-part series, you will learn how to implement an effective consultative process that will help you successfully close the call. The purpose of this course is to provide you with simple and effective techniques to move the sale forward and achieve your sales objective.

Learning Objectives

By the end of this course you will be able to:

• Identify a variety of techniques to make closing easier and faster and apply these techniques to sales closing

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Without a doubt, the opening statement is the most important part of your tele-prospecting call. This third course in a 10-part series helps you develop an effective opening statement that will get more prospects to stop and listen. This course provides you with a process by which to develop an effective opening statement, including templates that you can use as models for those opening statements. By immediately gaining the attention and interest of the decision maker, you will quickly get your foot in the door so you can meet and exceed your sales objectives.

Learning Objectives

By the end of this course you will be able to:

• Develop an effective opening statement
• Use and apply some templates as models for opening statements which you can modify to match your personality and target markets

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

One of the most significant components of tele-prospecting is handling knee jerk objections. Decision makers may not want to be bothered, so objections may be tossed out at the beginning of the call to get you off the phone. If you aren’t prepared to field these questions effectively, your opportunities to set appointments and sell will be greatly diminished. The purpose of this fifth course in a 10-part series is to help you overcome objections and continue the sales dialogue so that you can achieve your sales objective.

Learning Objectives

By the end of this course you will be able to:

• Employ tactics to manage and overcome knee jerk objections
• Use and apply job aides to improve your efficiency and effectiveness

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

In many ways, the follow-up call is far more significant than the cold call. This is where value is created, where trust is further established with your prospect, and ultimately, where the rationale for buying is formed. Despite the importance of the follow-up, many tele-prospectors lack skill in this arena. In this ninth course in a 10-part series, we will discuss follow-up strategies and tactics to master the art of follow-up and close more sales. The goal of this course is to provide you with a follow-up strategy to help continue the sales cycle and ultimately close the sale.

Learning Objectives

By the end of this course you will be able to:

• Employ specific skills and techniques for making an effective follow-up call
• Employ contingency tactics for follow-up when the prospect is unavailable

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

The key to successful tele-prospecting is getting through to as many decision makers as possible. Unfortunately, human and electronic gatekeepers are often used by the decision maker to screen your calls. The purpose of this course is to provide you with strategies and tactics to get past these gatekeepers so you can reach your target and achieve your goals. This second course in the 10-part series covers a variety of methods and techniques that you can test, employ and master to improve your efficiency and effectiveness.

Learning Objectives

By the end of this course you will be able to:

• Employ a variety of methods and techniques to get past gatekeepers
• Use and apply templates and other job aides to improve your efficiency and effectiveness

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Objections come in all shapes and sizes and some are easier to distinguish than others. While many objections are clear cut indicators of disinterest, others may be more vague and harder to discern. In this seventh course in a 10-part series, we will look at how to recognize and handle ambiguous objections effectively. The purpose of this course is to provide you with various tactics to help understand and manage both smokescreen and authentic objections, ultimately giving you greater confidence in dealing with your prospects and moving the sales cycle forward.

Learning Objectives

By the end of this course you will be able to:

• Interpret the nature of objections
• Apply the simple 3 step process to overcome those objections

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

This first course in a 10-part series introduces you to the process of tele-prospecting and shows you how to begin using this method to effectively and efficiently mine for prospective clients. This questions-based, consultative approach to tele-prospecting is designed to get the client involved to determine needs, or potential needs. This course is for anyone who uses the telephone to qualify prospects, generate leads, set up appointments, or sell direct. The overall goal of this training series is to provide you with tips, tactics, and processes to maximize your tele-prospecting potential, and increase your success at prospecting by making you more effective on the phone. In short, it is to make you a better prospector and salesperson.

Learning Objectives

By the end of this course you will be able to:

• Describe a tele-prospecting model, a simple 5-step model that you can apply on virtually every call
• Explain practical skills and techniques, the how-to’s of every component of teleprospecting
• Apply the easy to use call guides with templates and job aids to make that calling easier and faster
• Prepare your tele-prospecting day
• Plan your tele-prospecting call
• Acquire a distinct competitive edge that will differentiate you from all the others who are calling your prospects

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Your offer, or sales message, is your opportunity to present your solution to the prospect and ultimately close the deal. To be effective, your message must be compelling and intriguing, and it must provide a reason for the prospect to take the next step. This sixth course in a 10-part series discusses how to present an effective offer or sales message. The purpose of this course is to provide you with the skills and techniques to craft and deliver a persuasive sales message that motivates prospects to take action.

Learning Objectives

By the end of this course you will be able to:

• Explain the 5-step process to present a compelling offer or sales message
• Use the provided job aid in the messaging process

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Effective questioning is at the very heart of the advanced tele-prospecting process — it is what separates tele-selling from tele-marketing. Effective questioning is what creates a quality lead, a good appointment, or a very good sale. This fourth course in a 10-part series discusses how to use questioning to identify needs, build rapport, and advance the selling process. The purpose of this course is to provide you with specific skills and techniques so you will question more effectively over the phone.

Learning Objectives

By the end of this course you will be able to:

• Explain the process of questioning the prospects and determining if a need or a potential need exists
• Prepare yourself as a consultative telephone prospector making the prospect more receptive to your offer

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

There is little doubt that email is one of the primary methods of communicating with a decision maker, so it makes sense to have an email component in your tele-prospecting approach to the marketplace. The trick is to develop a good email that cuts through the clutter so it will be read and remembered by your prospect. This final course in a 10-part series discusses how to sell more by integrating email into your tele-prospecting process. The purpose of this course is to provide you with specific strategies and tactics on how to use email and voice follow-up effectively, while also providing you with email templates you can use to craft your own personal email message.

Learning Objectives

By the end of this course you will be able to:

• Describe strategies and tactics on how to use email and voice follow-up
• Identify and use email templates to draft better email

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Welcome to part five of this six part course designed to help you develop professional sales skills. This course is designed to quickly give you the basic skills, knowledge, and methods you need to start selling fast. Whether you’re in retail, technology, manufacturing, or services you’ll discover how to start selling like a top professional sales person.

Learning Objectives

By the end of this course you will be able to:

• Identify how selling to a business is different from selling to a consumer
• Discuss how to deal with the multiple decision makers involved in a B2B transaction
• Discuss the four key factors that influence business buyers
• Identify key presentation principles that help in structuring and making effective business presentations
• Identify how to use presentations to engage decision makers
• Discuss how to structure and present business proposals

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Welcome to last part of this six part course designed to help you develop professional sales skills. This course is designed to quickly give you the basic skills, knowledge, and methods you need to start selling fast. Whether you’re in retail, technology, manufacturing, or services you’ll discover how to start selling like a top professional sales person.

Learning Objectives

By the end of this course you will be able to:

• Discuss how to plan each step of the sales cycle to advance the sales process
• Identify 7 critical daily numbers to track in your sales cycle
• Identify the importance of follow-up actions
• Discuss follow-up methods to advance a prospect through the sales cycle
• Identify the six mental stages in the relationship development process
• Discuss how to use email as a relationship and follow-up tool
• Identify the three keys to referral success
• Discuss how to identify and work with referral partners

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Welcome to part three of this six part course designed to help you develop professional sales skills. This course is designed to quickly give you the basic skills, knowledge, and methods you need to start selling fast. Whether you’re in retail, technology, manufacturing, or services you’ll discover how to start selling like a top professional sales person.

Learning Objectives

By the end of this course you will be able to:

• Discuss how to identify qualified prospects
• Get an overview diagram of the sales process
• Discover critical points related to sales process
• Identify the warning signals of being disconnected
• Discuss how simple questions help through the sales conversation
• Explain how to avoid challenges in the sales process
• List reasons why prospects buy
• List 10 tips of preparation prior to appointment

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Welcome to part four of this six part course designed to help you develop professional sales skills. This course is designed to quickly give you the basic skills, knowledge, and methods you need to start selling fast. Whether you’re in retail, technology, manufacturing, or services you’ll discover how to start selling like a top professional sales person.

Learning Objectives

By the end of this course you will be able to:

• Identify hidden objectives that prospects may have.
• Discuss how to deal with risk-based objections.
• Discuss how to use the 7 key methods for removing objections.
• List the 4-step process for handling objections.
• Discuss how to deal with price objections.
• Identify the prerequisites for closing a sale.
• Describe how to test a buying signal.
• Identify other ways to close a sale.

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Welcome to part two of this six part course designed to help you develop professional sales skills. This course is designed to quickly give you the basic skills, knowledge, and methods you need to start selling fast. Whether you’re in retail, technology, manufacturing, or services you’ll discover how to start selling like a top professional sales person.

Learning Objectives

By the end of this course you will be able to:

• Understand how to make a successful cold call
• List the five fast phone rules
• List the six secrets to move forward on the phone
• Understand the importance of tone of voice and pace of speech
• Sort the prospect list into three groups
• Understand the four stages of buyer readiness
• Create a winning phone script
• Gain access to the decision maker
• Set appointments over the phone
• Practice and perfect your script
• Identify whom to call first
• Commit to action and track steps

Duration: 0.50 Hrs

Course Level: Fundamental
Languages: English
Capability: Audio, MobileReady

Welcome to part one of this six part course designed to help you develop professional sales skills. This course is designed to quickly give you the basic skills, knowledge, and methods you need to start selling fast. Whether you’re in retail, technology, manufacturing, or services you’ll discover how to start selling like a top professional sales person.

Learning Objectives

By the end of this course you will be able to:

• Describe the basic skills and methods to start selling fast
• Discuss how to hold a conversation with your prospects to gain a better understanding of what they want
• Differentiate between salesperson and the sales professional
• List the key selling points
• Identify the skills you must develop in sales

Duration: 1.00 Hrs

Course Level: Fundamental
Languages: English
Capability: Responsive, MobileReady

Proposals are the first and most important link to getting in the door with a client. Yet firms spend an average of between $5000 and $9000 per proposal, only 30% of which succeed. It is crucial that your completed proposals stand out in a sea of look-alikes. It is just as important that you determine which proposal opportunities you should chase, and how much time and money to allocate to each opportunity. This online course series on Winning Proposals from PSMJ Resources will help you develop the skills you need to create a strategic, polished proposal – every time.

This 1-hour online course is the first chapter of the series and explores the preliminary steps and considerations that should be taken before writing a proposal. It covers RFP answering and review, how marketing plays a role, proposal writing costs, proposal types and opportunity assessment.

Learning Objectives

By the end of this course you will be able to:

• Gather the most critical intelligence about your industry, your clients, and your competition
• Determine how much to spend on a given proposal
• Tell the difference between public and private sector proposals
• Analyze an RFP for positive signals from the client
• Understand all of the facets involved in a go/no-go decision

This course includes a multiple-choice test to gauge your understanding of the material.

Duration: 1.00 Hrs

Course Level: Fundamental
Languages: English
Capability: Responsive, MobileReady

Proposals are the first and most important link to getting in the door with a client. Yet firms spend an average of between $5000 and $9000 per proposal, only 30% of which succeed. It is crucial that your completed proposals stand out in a sea of look-alikes. It is just as important that you determine which proposal opportunities you should chase, and how much time and money to allocate to each opportunity. This online course series on Winning proposals from PSMJ Resources will help you develop the skills you need to create a strategic, polished proposal – every time.

This 1-hour online course is the second chapter and discusses effective ways to develop proposals that cater to the individual needs of the prospective client. The course looks at proposal analysis, including SWOT and IFBP analysis. It also covers typical client hot buttons, client wants and objections, client interview questions, proposal themes, and managing the proposal team and process. The course wraps up with a look at strategy planning tools including brainstorming, tree diagrams and contingency diagrams.

Learning Objectives

By the end of this course you will be able to:

• Strategize the direction of the proposal thoroughly.
• Initiate effective ways to put together a proposal.
• Identify the most common client hot buttons.
• Work your strategic themes creatively into your proposal.
• Understand the role of the proposal manager and the team.

Duration: 1.00 Hrs

Course Level: Fundamental
Languages: English
Capability: Responsive, MobileReady

Proposals are the first and most important link to getting in the door with a client. Yet firms spend an average of between $5000 and $9000 per proposal, only 30% of which succeed. It is crucial that your completed proposals stand out in a sea of look-alikes. It is just as important that you determine which proposal opportunities you should chase, and how much time and money to allocate to each opportunity. This online course series on Winning Proposals from PSMJ Resources will help you develop the skills you need to create a strategic, polished proposal – every time.

This 1-hour online course is the third chapter of the series and focuses on the technical elements of a proposal. The course covers important components such as the cover letter, executive summary, resumes, references, and federal forms. It also takes a look at your scope of services and schedule, as well as common errors made in preparing the scope. You”ll review helpful information on presenting your schedule and budget, as well as setting your pricing strategy.

Learning Objectives

By the end of this course you will be able to:

• Know how to grab the client’s attention with the cover letter
• Write an executive summary that can stand alone from the proposal
• Craft employee resumes including only the most relevant points
• Define the scope of services
• Present your fee in a way you’re sure to get the project

This course includes a multiple-choice test to gauge your understanding of the material.

Duration: 1.00 Hrs

Course Level: Fundamental
Languages: English
Capability: Responsive, MobileReady

Proposals are the first and most important link to getting in the door with a client. Yet firms spend an average of between $5000 and $9000 per proposal, only 30% of which succeed. It is crucial that your completed proposals stand out in a sea of look-alikes. It is just as important that you determine which proposal opportunities you should chase, and how much time and money to allocate to each opportunity. This online course series on Winning Proposals from PSMJ Resources will help you develop the skills you need to create a strategic, polished proposal – every time.

This 1-hour interactive online course is the fourth and fifth chapters of the series and explores the ‘final touches’ you should consider for your proposal. The impact of important elements such as font styles, color choices, graphic selections and paper types are discussed. The course also covers packaging your proposal including binding, covers, dividers and paper. You”ll also learn what it means to put together a ‘Red Team’ to critique your proposal. The course wraps up with a look at delivering, debriefing and post-analysis of your proposal.

Learning Objectives

By the end of this course you will be able to:

• Write for maximum client readability
• Use boilerplate the right way
• Identify attractive page layouts and fonts
• Understand how to use graphics effectively
• Include the most finishing touches in the package
• Work with the Red Team to help you improve your proposals
• Know what to do immediately before delivering the proposal
• Deliver your proposal in the most efficient way
• Use decision time and debriefing time to improve your overall proposal process

This course includes a multiple-choice test to gauge your understanding of the material.