Sales Guidance Foundations
Learn how to set up the foundations for your sales guidance efforts with a sales methodology, sales stages, a buyer-centric sales process, and well-crafted sales plays.
4 hours estimated time
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4 Lessons in This Course
Lesson 1: Sales Methodologies
Most organizations have sales processes, but fewer have sales methodologies that provide the foundation for consistency. Sales enablement should prioritize implementing a methodology for the company, as it can help unify many sales strategies. Learn why sales methodologies are so vital and how they can best be deployed into the organization.
Lesson 2: Defining Sales Stages
Sales stages, when defined well, can bring the sales process to life and make it actionable. Though their individual components can differ depending on the organization’s unique strategy, each stage is crucial to a successful sales process. Learn about the stages of the sales process and how they can be built and implemented effectively.
Lesson 3: Aligning the Sales Process to the Buyer's Journey
Sales reps aim to connect their content with customers to best understand their needs and provide them with effective solutions. Buyers are yearning for more personalized interactions with sellers that will yield meaningful and solution-oriented conversations. Learn how to align the sales process to the buyer’s journey, and help reps increase their trust with buyers as a result.
Lesson 4: Crafting Sales Plays
Winning customers and building loyalty in the current business climate requires providing clear guidance that will enable reps to support and delight buyers in every interaction. Learn how to begin designing your sales play strategy that will increase reps’ confidence and lead to more consistent performance.
