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Understanding Sales Essentials

Planning and Research

Planning and Research can really help you build your confidence before you approach your client or interact with a prospect for the first time. This session explores methods to help you plan and research effectively and give you the best chance of success. 

Agenda

  • Planning and Research
  • The Ingredients of a good account plan
  • Research
  • SWOT
  • Planning the Account

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Related SEEDL Summaries

Selling to Big Companies

Selling to Big Companies

"Selling to Big Companies" by Jill Konrath is a practical and insightful guide that equips sales professionals with the strategies and tactics needed to navigate the complex landscape of selling to large corporations. Published in 2005, the book draws on Konrath's extensive experience in sales and provides actionable advice for individuals looking to break into, or expand their success within, the corporate sales arena.

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Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies

Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies

"Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies" by Robert B. Miller and Stephen E. Heiman is a seminal work that introduces a systematic and strategic approach to sales, emphasising thorough research, planning, and a customer-focused methodology. Originally published in the 1980s, the book has become a classic in the field of sales and is widely regarded as a foundational resource for sales professionals seeking to enhance their strategic selling capabilities.

View Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies
Insight Selling: Surprising Research on What Sales Winners Do Differently

Insight Selling: Surprising Research on What Sales Winners Do Differently

"Insight Selling: Surprising Research on What Sales Winners Do Differently" by Mike Schultz and John E. Doerr is a definitive guide that delves into the strategies and practices that set successful sales professionals apart. Published in 2014, the book is based on extensive research conducted by RAIN Group, a sales training and performance improvement company founded by Schultz and Doerr. Through their findings, the authors explore the concept of insight selling and provide actionable insights to help salespeople elevate their approach and achieve greater success in a competitive sales landscape.

View Insight Selling: Surprising Research on What Sales Winners Do Differently

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Duration
60 minutes
Facilitator
Jo Nash
Recommendation
100%
of Users who said they'd recommend this course.
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