Course Modules and Chapters

1. Sales in the Internet Age
a. Todays Unique Challenges
b. Industry Snapshots
c. Acceleration of Sales Cycles

2. Competitive Selling in the Internet Age

3. The Sales Process Today

4. Introduction to the Sales Roles of Successful Sales Professionals
a. You as the Entrepreneur – this role is the founding attitude overall, running your sales territory as a business.
b. You as the Scientist – this role offers objective observation and analysis of goals.
c. You as the Artist – tap into your creative side to build a personal brand, and find leads.
d. You as the Warrior – execute your plan fearlessly and consistently to achieve results.
e. You as the Teacher – Learn all you can about your industry, your clients, your products and services, and then teach and  present with impact using our OneShot presentation system.
f. You as the Consultant – Bring high value to your client by always being in a trusted advisor role acting as an extension of the clients team when big and small decisions are made.
g. You as the Ambassador – You represent yourself, your firm, your profession, and your clients so you must be the consummate ambassador at all times. High professionalism, a polished but friendly manner, and maintaining physical appearances, vocabulary, oral and written skills, and being involved in your community are a good start. A true interest in learning about your clients needs, goals, and challenges is a must to conduct mutually productive meetings at high levels within an organization.

5. Alignment of the Roles to Your Individual Situation and Company’s Products or Services

6. Jumpstart Your Sales Effort

a. Assessing Goals and Aligning Resources
b. Writing an Effective Business Plan (You Can Throw the Sales Plan Out the Window)

7. Scaling the Castle Walls – Prospecting in the Internet Age
a. Superior Prospecting Strategies and Tactics
b. Building Meaningful Relationships with Prospects and Clients
c. MindMapping Your Client: Who’s Who at the Client’s Zoo
d. Cracking Your Prospects Value Code

8. Consultative and VALUES selling Approaches

a. Strategy and Tactics Outlined
b. Buying Influences – Mapping Power, Allies, and the Blockade  of Apathy
c. Overcoming Obstacles
d. Implement Strengths
e. Customer Psychology – Emotional Mapping, Building Trust Quickly
f.  Prove Impact – Quantify Results
g. Referral Openings and Selling
h. Targeting the Right Customers
i.  Calling at the Right Level within an Organization 
j.  Handling The Shun, The Gatekeepers, and Hectic Harry(iette)
k. Competitive Intelligence
l.  Expanding and Extending Client Relationships
m.Selling the Visible
n. Selling the Invisible 

9. OneShot Impact Presentation Techniques
10. Negotiation and Closing Processes
11. Best Practices in Business Development

a.Marketing is a Verb, Not a Department
b.Marketing for the Internet Age: Viral, Social, Professional Buzz, and Next Level Sales Tactics

12. Superior Account Management Techniques
13. Best Practices in Territory Management – Master Your Time, Funnel, and Client Base
14. Evaluate the Inventory and Assets of You, Inc.
(Skills, Personality, Social and Professional Network, Sales tools)
15. You, Inc. - Building a Reputation and a Personal Brand
16. Is Your Stock on the Rise? Career Development Techniques to Get You Where You Want to Be
17. Becoming Inspired, Building Passion About Your Business
18. Becoming an Interesting Person – Life Balance
19. Give Back to the Community

20. Putting It All Together – 3 Case Studies That Encompass All Principles Taught