Narrow down your course search with Collections

Ani Harris

A Collection is a competency and skills based grouping of courses on similar topics.

• Master the Fundamentals: For those who are new to sales, this will provide an understanding of the foundational skills for becoming an elite seller.
• Plan to Win: Understand the levels of sales planning and execution to form strategies to optimize your territory and maximize your accounts.
• Prospect with Purpose: Understand how to strategically research, plan and conduct early outreach to engage prospects and generate leads.
• Drive the Deal: Learn how to apply qualification criteria and manage a sales cycle based on customer actions that indicate their readiness to progress - through mid-stage, late-stage deals and renewals.
• Qualify to Win: Understand the MEDDICC Qualification, how the components connect to each other and their relevance throughout a customer engagement process to improve forecasting and win rates.
• Build the Business Case: Understand how to conduct effective discovery, communicate value props and business justification relevant to specific customer needs, and negotiate on value vs. price.
• Develop & Coach Elite Teams: Understand what it takes to develop an elite team, how to coach them effectively and what's required from a mindset and communication perspective to successfully do so.
• Manage Sales Operating Rhythms: Learn how to create an effective operating rhythm for managing a team, best practices for running strategic opportunity coaching sessions, and how to manage pipeline across the team.