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Retail Upselling Basics 13m • 5 Lektionen • Fortgeschrittene Anfänger In this Retail Upselling Basics course, you’ll learn what upselling is and how it differs from cross-selling. You’ll also explore how to build trust and use psychology to make recommendations that feel helpful, not pushy.
Retail Upselling Techniques 18m • 7 Lektionen • Fortgeschrittene Anfänger In this Retail Upselling Techniques course, you’ll learn how to apply proven upselling methods and deliver suggestions with confidence. You’ll also explore how to use visual merchandising and digital tools to make every upsell feel like a service, not a sales pitch.
Implementing and Sustaining Upselling Strategies 14m • 6 Lektionen • Fortgeschrittene Anfänger In this Implementing and Sustaining Upselling Strategies course, you’ll learn how to plan and monitor a structured upselling program. You’ll also discover how to embed upselling into the customer journey and use feedback for ongoing improvement.
Understanding Trust and Credibility 14m • 5 Lektionen • Fortgeschrittene Anfänger This Understanding Trust and Credibility course will help you to understand how trust and credibility are related by finding the common ground between the two, discover the importance of trust and the impact it has on sales, and learn ways to establish trust and credibility as a salesperson by fostering better relationships. This course will also help you to establish yourself as a trusted salesperson.
Developing Trust and Credibility 14m • 5 Lektionen • Fortgeschrittene Anfänger This Developing Trust and Credibility course will help you discover how to connect with people by learning about different personality types. You will also learn to establish trust and credibility by understanding the role that confidence plays in relationships and find out how a salesperson can develop trust and credibility by practicing certain skills. You’ll also learn how to display confidence and use the key elements of trust.
Communicating With Trust and Credibility 14m • 5 Lektionen • Fortgeschrittene Anfänger In this Communicating With Trust and Credibility course, you’ll learn how to secure your client’s trust by making a positive first impression and communicating with trust and credibility by crafting a compelling message. You will also understand the importance of active listening by asking questions and paying attention to your client. You’ll learn about the different kinds of questions you can ask and how you can improve your listening. After building rapport with your client, you can successfu
Introducing Copywriting 16m • 5 Lektionen • Anfänger Copywriting is the process of writing persuasive marketing materials that inform, inspire, or persuade people to take some type of action. In this course, you will be introduced to the different forms that copywriting can take and how to effectively leverage them in your marketing outreach. You will learn about persuasive frameworks and how to use different tools and methods to develop captivating content. Learn how to take your copy to the next level with our course on Introducing Copywriting.
Writing Persuasive Copy 25m • 8 Lektionen • Anfänger In this course, you will learn about the seven questions approach to writing effective marketing copy, and we’ll show you how to implement these techniques to bolster your copywriting output. We’ll also unpack how to write winning headlines, subheadings, and captions and how to analyze them for effectiveness. In addition, we will also explore basic guidelines for writing impressive content and how to create a copywriting plan.
Copywriting for Different Media 21m • 8 Lektionen • Anfänger In this course, you will explore copywriting guidelines to be used for print, web copy, landing pages, social media, email, and product descriptions. You will also explore how to find SEO keywords for content, how to write optimized meta tags, and copywriting variations for various social media platforms. Lastly, we’ll also discuss how to plan sequences for email, how to write effective subject lines, and how to avoid spam words to ensure your copywriting has maximum effect.
Sales Analytics 14m • 5 Lektionen • Fortgeschrittene
Genehmigt von
Project Management Institute (PMI®)
In this course, you will be introduced to data and sales analytics, including performing an effective sales analysis. We’ll learn about data governance, data tracking tools, and the benefits of data visualization. We’ll also review examples of how data analytics can be used to evaluate and increase sales. By the end of this course, you’ll understand the various types of sales analyses and how best to apply them to your sales program.
Sales Metrics 17m • 6 Lektionen • Fortgeschrittene
Genehmigt von
Project Management Institute (PMI®)
In this course, you will be introduced to the different types and sources of sales data and how to track it effectively. You will learn about important sales metrics and key performance indicators used to drive business decisions and the customer relationship management system's role in measuring performance. By the end of this course, you’ll be able to integrate these performance measures into your existing sales program.
Using Sales Data 14m • 5 Lektionen • Fortgeschrittene
Genehmigt von
Project Management Institute (PMI®)
In this course, you will explore the different tools for analyzing sales data and how to choose the best analytics tools for your data. You will learn about how data can be stored and managed and the different options available for displaying the key metrics for your business. You will also be introduced to sales forecasting, the impact of trends and seasonality on sales, and how sales data can be used to increase customer lifetime value.
Building a Motivated Sales Team 15m • 5 Lektionen • Fortgeschrittene In this course on Building a Motivated Sales Team, we will discuss how to interview, onboard, and train salespeople effectively to create a motivated, driven, and productive sales team. You will learn how to identify key traits and competencies in potential hires and develop an effective onboarding process that sets new employees up for success. We’ll also discuss the importance of continuous training and team goal-setting and how you can use them as tools to motivate your team.
Strategies for Motivating Salespeople 15m • 5 Lektionen • Fortgeschrittene In this course on Strategies for Motivating Salespeople, you’ll gain practical techniques and insights that can help you nurture a highly motivated and high-performing sales team. You’ll also learn how to effectively identify the motivations of your team members, establish a motivational sales environment, and employ strategies to motivate reps before and after calls. By the end of this course, you’ll have the skills you need to foster a culture of motivation, achievement, and productivity.
Coaching Your Sales Team 15m • 6 Lektionen • Fortgeschrittene In this course on Coaching Your Sales Team, we’ll break down various ways of implementing coaching strategies to inspire motivation and success. In addition to analyzing the differences between managing and coaching, we’ll also discuss ways of identifying top performers, how to turn top performers into coaches, and how to increase team productivity. By the end of this course, you'll have the knowledge and tools to help your sales team reach their full potential and achieve greater success.
Understanding the Psychology in the Sales Process 14m • 5 Lektionen • Anfänger In this course, we’ll explore how to narrow the focus of your sales approach by understanding different selling tactics, psychological concepts, and communication techniques. We’ll discuss rhetorical appeals and various sales psychological concepts first outlined by Robert Cialdini. By the end of this course, you’ll understand the psychology of sales and the practical skills and techniques to turn this knowledge into results.
Defining Persuasive Sales 15m • 5 Lektionen • Anfänger In this course, you will learn how to use your existing communication toolbox to positively impact your sales process. This includes how emotional intelligence impacts persuasion and the differences between communication, conversation, and positioning. You will also learn common persuasive practices and issues to avoid to ensure you and your prospect have a positive experience. By the end of this course, you’ll understand the elements of persuasive sales and the tools to put them into practice.
Persuasive Sales Techniques 13m • 5 Lektionen • Anfänger In this course, you’ll learn tactics to uncover your prospect’s emotions and buying intent. This includes uncovering your buyer’s motivations and creating an engaging story that will compel them to buy. You’ll also learn the importance of being customer-centric and honest to build trust and strengthen relationships. By the end of this course, you’ll have the tools you need to understand your customer, create an effective sales presentation, and close the deal.
Market Analysis Basics 18m • 5 Lektionen • Fortgeschrittene Anfänger
Genehmigt von
Project Management Institute (PMI®)
In the KnowledgeCity course Market Analysis Basics, you will learn what a market analysis is and why it is important for your company to conduct one. You will learn the key elements that should be included in a market analysis, and you will understand the importance of each. You will also be introduced to the tools and software that are available to help you successfully conduct your analysis.
Performing a Market Analysis 22m • 6 Lektionen • Fortgeschrittene Anfänger
Genehmigt von
Project Management Institute (PMI®)
In KnowledgeCity’s course Performing a Market Analysis, you will learn how to determine the purpose of your market analysis and how to focus your research to best serve that purpose. You will learn how to do industry research and how to research your customers and competitors. You will also learn how to find additional information and perspectives and incorporate them into your market analysis. You will then explore how to implement the results of your market analysis into your business.
Market Analysis Types 22m • 6 Lektionen • Fortgeschrittene Anfänger
Genehmigt von
Project Management Institute (PMI®)
In the KnowledgeCity course Market Analysis Types, you will learn about the common types of market research and the four methods for conducting primary research: surveys, interviews, focus groups, and customer observations. You will understand the primary purpose for each method, the advantages, and disadvantages of each, and how to implement them.
Understanding Sales Objections 12m • 5 Lektionen • Anfänger In this course, you’ll learn about sales objections and the role they play in the sales process. We’ll talk about the common types of objections that interfere with closing a sale. And we’ll discuss the importance of anticipating objections and having a plan of action to overcome them.
How to Handle Objections 16m • 6 Lektionen • Anfänger In this course, you’ll learn about the need to be an active listener and how to handle the most common sales objections by using techniques such as “Feel, Felt, Found” and the “Three R’s”. You’ll also learn the many reasons objections occur and how those reasons should reshape your sales strategy.
Using Objections to Close 16m • 6 Lektionen • Anfänger In this course, you’ll sharpen your closing skills and learn advanced selling strategies to address the buyers’ attempts to stall or delay their decision. We’ll discuss the different types of stalled sales tactics, their impact on a sale, and ways to address them.We’ll alsodiscuss how objections can progress the sale, and the need for a follow-up call with a buyer and how to counter new or old objections that might arise.
Sales Managers and Sales Teams 12m • 5 Lektionen • Fortgeschrittene Anfänger In this course, Sales Managers and Sales Teams, we’ll examine the importance of the customer experience and explore how your sales team members can have a positive or negative impact. You’ll learn how to effectively motivative and incentivize your team members to succeed, and you’ll understand how to develop meaningful goals to improve sales growth.
Sales Team Management Techniques 12m • 6 Lektionen • Fortgeschrittene Anfänger In this course about Sales Team Management Techniques, you’ll identify different sales models and how you can implement the most effective one for your organization’s unique needs. Through these lessons, you’ll learn how to effectively communicate with your team and use metrics to provide valuable feedback. You’ll also explore the importance of different sales technologies and how they can be integrated into the sales process.
Managing Sales Strategy, Processes, and Conflict 12m • 5 Lektionen • Fortgeschrittene Anfänger In this course, Managing Sales Strategy, Processes, and Conflict, you’ll discover how you can develop and select an appropriate sales strategy for your organization’s unique needs, and you’ll explore the different stages of the sales process. Through these lessons, you’ll also understand the importance of conflict resolution and identify different potential strategies.
Enticing Leads Through Marketing Content 20m • 6 Lektionen • Anfänger In this course about Enticing Leads Through Marketing Content, you’ll discover the benefits of conducting effective customer and market research, and how you can use those insights to identify and attract qualified leads for your products and services. Through these lessons, you’ll learn about the importance of creating engaging and relevant marketing content, and explore the differences between traditional and digital marketing and identify different potential strategies for each.
Business Leads and Potential Customers 12m • 4 Lektionen • Anfänger In this Business Leads and Potential Customers course, you’ll understand how establishing your overall business objectives relates to the development of an effective lead generation program, and you’ll explore different potential methods for lead generation. You’ll also learn how to effectively identify the most qualified leads for your organization to ultimately increase the chance of customer conversion.
Converting Business Leads to Customers 19m • 6 Lektionen • Anfänger In this course about Converting Business Leads to Customers, you’ll learn how to convert your qualified leads into loyal customers by building relationships and prioritizing a positive customer experience. You’ll explore the value of personalizing your marketing efforts, and you’ll identify how you can understand and exceed your customers’ expectations. You’ll also learn how to build and sustain the loyalty of your customers and ultimately improve your organization’s reputation.
Business Lead Generation Programs 14m • 5 Lektionen • Anfänger In this course about Business Lead Generation Programs, you’ll learn how to develop an effective lead generation program based on your organization’s unique objectives. You’ll also understand how to select the most effective metrics to measure the success of your strategies and ultimately determine how you can optimize your lead generation.
Introducing Cold Calling in Sales 16m • 5 Lektionen • Anfänger In this Introducing Cold Calling in Sales course, you’ll learn the definition of cold calling, identify how it’s different from other sales communications, and explore how cold calling integrates into the sales process. You’ll also explore how you can overcome anxiety and create connections to optimize success during calls.
Making Cold Calls in Sales 21m • 7 Lektionen • Anfänger In this course, Making Cold Calls in Sales, you’ll learn the benefits of conducting research, and you’ll understand how to develop your cold call script. In these lessons, you’ll explore how to determine the optimal candidates and effectively schedule your calls. You’ll also review different starting techniques to initiate conversations during calls.
Communicating with Customers During Cold Calls 19m • 7 Lektionen • Anfänger In this Communicating with Customers During Cold Calls course, you’ll learn how to use the skill of active listening during a cold call. You’ll gain an understanding of how to anticipate and handle objections from customers, and you’ll explore methods for advancing the conversation and building toward your sales pitch. Through these lessons, you’ll also identify methods for closing a call and effectively following up with a contact.
Sales Skills 12m • 5 Lektionen • Anfänger This course on Sales Skills will cover the key skills you need to succeed in the world of sales, whether you’re just getting started or have been selling for years. You will also discover strategies you can use to improve your skills, as well as the importance of being sincere in your communications and transparent in your interactions. Finally, recognize that these components work together to create a trusting, mutually beneficial bond with customers.
Selling Strategies 14m • 5 Lektionen • Anfänger In this course on Selling Strategy, you will learn how to become an expert in your product or service industry so you can demonstrate its value to your customer. You’ll also learn about buying behaviors as well as techniques and strategies you can use to address those behaviors. Finally, you will gain valuable negotiating tips along with how to overcome the most common objections your customers may use in considering a purchase, all while maintaining a trusting, lasting relationship with them.
Preparing Your Sales Presentations 17m • 6 Lektionen • Fortgeschrittene Anfänger Throughout these lessons, you will discover how important it is to build the foundation of an effective sales presentation. This involves perfecting your pitch and determining what key tools are needed for selling such as the SPIN method. You will learn the benefits of customizing your presentation to your audience’s preferences and requirements. Using what you’ve learned, you will be able to increase your chances of making the sale and keeping your customers engaged.
Relationship-Building During Sales Presentations 12m • 5 Lektionen • Fortgeschrittene Anfänger One of many ways you can connect with your audience is by determining their level of understanding about your product or service. In these lessons, you will learn how knowing your audience can enhance your sales presentations. This course will focus on the significance of showing genuine interest in your product or service and creating meaningful connections. You will also gain a better understanding of how enthusiasm can make your presentation even more memorable to your customer.
Personal Behavior and Sales Presentations 10m • 5 Lektionen • Fortgeschrittene Anfänger In this course, Personal Behavior and Sales Presentations, you will gain a better understanding of how nonverbal communication can influence your audience just as much as good speaking skills and visuals. These lessons will demonstrate how being organized and prepared for your presentation can boost your confidence before presenting. You will discover various ways to show your audience that you’re trustworthy, knowledgeable, and dedicated to helping them.
Characteristics of Selling 18m • 6 Lektionen • Fortgeschrittene Anfänger This course on Characteristics of Selling will explain why retaining customers is more cost efficient than seeking new ones, and why deletion of customers from your roster may be necessary. You’ll learn the advantages of customer relationship management and modern methods of tracking customer contact. You will also discover how to enhance your customer’s experience through value-added selling. Finally, you will learn how to identify and meet customer needs through the consultative process, and h
The Sales Planning Process 7m • 3 Lektionen • Fortgeschrittene Anfänger These lessons on The Sales Planning Process will cover how to set specific goals for you and your sales team based on solid information and research, the importance of having the resources to back up the goals, and the best goals to ensure motivation and healthy competition. This course will also delve into evaluating your competitors through a competitive analysis and explain why it’s vital to include both your direct and indirect competition in this analysis, so you can effectively show how yo
The Selling Process 16m • 6 Lektionen • Fortgeschrittene Anfänger In this course on The Selling Process, you will learn about the “sales Ferris wheel” of prospect sources, and key elements of each resource on the wheel. You will understand the difference between pre-approach and approach and the best practices for success in both stages. You will also gain best practices for giving effective sales presentations and how to customize them for your prospects. Finally, you will discover the different methods for closing the sale and why follow-up may be the most i
Negotiation and the Sales Process 17m • 6 Lektionen • Fortgeschrittene Anfänger In many sales scenarios, there is often some aspect of negotiation involved in the sales process. This course provides you with the knowledge you need to become an effective and successful sales negotiator. You’ll learn to determine your best and final offer, and how your best alternative to a negotiated agreement can help in the negotiation process.
Value and Negotiation in Sales 20m • 7 Lektionen • Fortgeschrittene Anfänger Negotiation occurs in sales because people have different perspectives of the value of something. When one party establishes a value system based on what they deem reasonable, others may not see the same value, and counter with a different amount. These lessons will teach you how to negotiate in these circumstances, using various methods such as counteroffer strategies.
Sales Negotiation Techniques 24m • 8 Lektionen • Fortgeschrittene Anfänger There are many different ways to achieve successful negotiation. In these lessons, you will learn basic negotiation techniques, how to determine when to negotiate, and how setting goals can help you prepare for negotiations. In addition, you’ll learn to assess someone’s wants and determine their needs when it comes to negotiating.
Introducing Sales Forecasting 15m • 4 Lektionen • Fortgeschrittene Anfänger To develop a good forecast, it’s imperative that you understand what market your organization is in. In sales, the concept of a market includes potential clients, existing customers, and competitors. Markets determine the price of goods and services sold within them based on the supply and demand of sellers and buyers.
Making a Sales Forecast 19m • 8 Lektionen • Fortgeschrittene Anfänger Your sales forecast needs to align with your marketing plan, which requires you to define the market category you compete in. In these lessons, you’ll learn how to identify the roles your product or service plays to forecast. You will also learn the impact of understanding market categories and dynamics, and where and how to collect data.
Uses of Sales Forecasting 12m • 5 Lektionen • Fortgeschrittene Anfänger Your business size drastically influences how you should conduct your business. With these lessons, you’ll soon know how to create a forecast that benefits each business type, and the benefits and advantages of forecasting. A forecast is a useful tool to project how your sales and marketing efforts will do.
Sales in the 21st Century 9m • 4 Lektionen • Anfänger In these lessons, you’ll learn various types of sales models. We’ll also cover the importance of gathering customer information and using it to market products to them.
Sales and Customer Relationships 13m • 4 Lektionen • Anfänger In these lessons, we’ll address customer relationships for sales success. You’ll learn how to create a positive customer experience to ensure repeated business, and discover ways to incentivize sales for customer engagement.
Implementing a Sales Approach 16m • 5 Lektionen • Anfänger Have you ever wondered how to effectively use the right sales approach? In these lessons, we’ll cover the sales process and offer helpful sales techniques in digital and person-to-person sales.
Authenticity and the Sales Profession 16m • 6 Lektionen • Anfänger These lessons will provide an overview of the fundamentals of authentic sales. You will explore the concept of authenticity and how a salesperson’s personality plays a role in their interaction with customers.
Authentic Customer Interaction 15m • 6 Lektionen • Anfänger A salesperson’s role is based on positive, meaningful, and productive interactions with the customer. These lessons identify why building a relationship is critical to success and how knowing the customer and their business improves outcomes to sell a product.
Beyond the Sale 15m • 7 Lektionen • Anfänger These lessons will demonstrate the standard financial compensation structures for salespeople and how that can vary based on the approach. It gives perspective on methods of measuring success in a sales role beyond that of standard quantitative sales metrics.
Closing a Sale and the Sales Process 20m • 4 Lektionen • Fortgeschrittene Anfänger These lessons dive into the intricate dynamic of salespeople and customers. It takes time, patience, and dedication for a salesperson to build a rapport with their customers, and these lessons will explore best practices to do that.
Presenting, Negotiating, and Closing 19m • 6 Lektionen • Fortgeschrittene Anfänger These lessons explain the fundamental principles of presenting, negotiating, and closing a sale. You will explore how to close a sale by negotiating with your customer and how to find a win-win solution for both parties.
Sales Management Differs from Sales 16m • 6 Lektionen • Fortgeschrittene Anfänger These lessons discuss the preparation needed to transition from sales to management. You will identify which sales skills are transferable into management and learn which training opportunities may be available to you.
Basic Sales Manager Roles 19m • 6 Lektionen • Fortgeschrittene Anfänger These lessons will cover the fundamentals of a role in sales management. You will learn the best practices for managing a sales pipeline and how to develop sales strategies.
Easing the Transition to Management 13m • 6 Lektionen • Fortgeschrittene Anfänger These lessons discuss several methods for easing the transition to management and demonstrate the importance of learning your team’s strengths and styles while developing appropriate communication skills.
Determining Targets and Sales Growth 16m • 4 Lektionen • Fortgeschrittene This module dives into ways of determining sales growth and discusses how to set sales targets. It introduces marketing basics and identifies types of direct sales. It also discusses positive and negative growth, new sales growth, and how to use sales tools.
Measuring Growth and Growing Sales 21m • 4 Lektionen • Fortgeschrittene This module discusses how to measure sales growth. It identifies useful metrics and strategies for increasing sales and strengthening a company’s market position. Finally, it demonstrates how to identify and capture new customers, build prospect profiles, and maintain a customer base.
Sales Coaching Basics 10m • 5 Lektionen • Fortgeschrittene Anfänger This course will define sales coaching and explore how it can help your team grow. It will cover the key differences between management and leadership and highlight how coaching can strengthen each role.
Sales Coaching Fundamentals 13m • 6 Lektionen • Fortgeschrittene Anfänger Our Sales Coaching Fundamentals course guides you in the coaching process. You’ll be able to identify whom to coach, as well as how to customize your coaching so employees can get the specific help they need. You’ll also be introduced to three coaching structures and find out how to create a blended approach using all of them. This course will explain integrating customer feedback into the coaching process, and how to hold your team accountable and nurture them toward their goals.
Critical Sales Coaching Moments 8m • 5 Lektionen • Fortgeschrittene Anfänger This course in Critical Sales Coaching Moments will help you create an effective, documented sales coaching plan. You'll be introduced to general coaching plans and learn to write a plan that both parties can agree on. You'll learn the concepts of coaching prior to and during a customer meeting. This course will also explain the importance of debriefing after a sales meeting in order to learn about what worked well and what improvements can be made.
B2B and B2C Sales 26m • 14 Lektionen • Anfänger How you sell to a business and how you sell to individuals are different. And every salesperson needs to know and understand the differences between B2B and B2C sales. This course will teach you those differences, including how to understand a consumer and the organizational buying process. You will also learn about customer relationship management and how technological advancements have made CRM essential in selling.
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