Module 1: Research behind and Programme Structure

In this course you will be introduced to the findings that lead to the development of this new Stakeholder Management & Insights Selling approach. You will be introduced to what’s happening on the B2B sales and customer side, get an overview of the different sales profiles, what it means to be a Challenger, and how stakeholder groups have evolved in recent years.

Research: Stakeholder Management & Insights Selling

1
Practical
2
Welcome
3
Let’s get started
4
Learning goals
5
The Research behind a Challenger Mindset
6
#1: Identification of 5 Sales Profiles
7
The Hard Worker
8
The Relationship Builder
9
The Lone Wolf
10
The Problem Solver
11
The Challenger
12
What does it mean to be a Challenger? Pick 2 correct answers
1 question
13
#2: A Clear Winner
14
#3: Challengers Perform even better in B2B Complex Sales
15
True or False?
1 question
16
The 4 disciplines in Challenger Selling
17
Lessons learned from the Challenger Mindset
18
Next: B2B Buying Behaviour Trends
19
3 Trends in B2B Buying Behaviour
20
1. The Sales Experience is Key
21
2. You will have less time with customers
22
3. Trust is of Essence in Closing Deals
23
Next: Stakeholders
24
Stakeholders Increase
25
Stakeholders. Pick 2 correct answers
1 question
26
Your Selling environment is changing
27
Decision makers and stakeholders (2 right and 2 wrong)
1 question
28
Thank you!

Program Structure & Requirements

1
Learning goals
2
Program Intro
3
True or False?
1 question
4
Program Overview
5
What is the estimated timeline for all modules? Pick the correct answer.
1 question
6
Module Structure
7
1. E-learning
8
2. Workshop
9
3. Radars
10
4. Individual
11
We’re about to finish
12
Are you Motivated?
13
Individual Reflection
14
Individual Requirements & Plan
15
Program Methodology
16
Video: The 66-days Rule
17
WELL DONE!

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Duration: 45 min
Lectures: 39

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