Selling Smart 2024

Tips to Grow Your Sales Career

What you'll learn

How to run a great discovery call, go beyond basic questions, build trust, and provide real value.

Build the right relationships across various stakeholders to increase deal size and customer lifetime value.

Learn to access and act on quality sales data to improve how you sell.

Perfect your virtual selling skills.

Prioritize your own wellbeing through the ups and downs of a sales career.

Requirements

Whether you’re at the beginning of your career or experienced in sales but looking to brush up on skills, this course can help.

Description

Welcome to Selling Smart, a comprehensive course designed to equip you with the essential skills, strategies, and mindset to excel in any sales role. Whether you're just starting out or a seasoned professional looking to refine your craft, this course will provide you with actionable insights and practical tools to elevate your performance and achieve lasting success.In this course, you'll explore the Selling Smart Framework, a holistic approach that combines the science of sales with the art of human connection. You'll learn how to:Ask and Listen: Conduct impactful discovery conversations that build trust and uncover your customer’s real needs.Build Relationships: Engage stakeholders, nurture long-term connections, and increase customer lifetime value.Leverage Data: Use data-mining and analytics to optimize your sales pipeline, mitigate risks, and seize opportunities.Excel in Virtual Selling: Master the nuances of remote selling, from building your personal brand online to closing deals over video calls.Prioritize Mental Health: Manage the highs and lows of sales with proven strategies for resilience and self-care.You’ll walk away with a roadmap to:Become a trusted advisor to your clients.Deliver value-driven outcomes rather than just pitching products.Continuously improve your skills by becoming a lifelong student of your profession.With this course, you’ll gain not only the skills but the confidence to sell like a pro, inspire trust, and build lasting success in any sales environment.Get ready to transform your sales career—let’s go!

Overview

Section 1: Welcome

Lecture 1 Introduction

Lecture 2 Meet Your Instructor

Section 2: Smart Selling Introduction: How to Sell Like a Seasoned Pro

Lecture 3 Course Overview

Lecture 4 Activity: Reflect on the Strengths & Gaps in Your Sales Skills

Lecture 5 Learn From My Mistake

Section 3: Asking and Listening: How to Run a Great Sales Call

Lecture 6 The Basics of a Discovery Call

Lecture 7 The “Master Asker” Guide: Questions to Ask in a Discovery Call

Lecture 8 How to Advance a Discovery Call to the Next Step

Lecture 9 How to Listen

Lecture 10 Activity: Am I Talking Too Much?

Section 4: Relationship-building: Gather and Persuade the Right People

Lecture 11 Identify all the Buyers Involved in the Deal

Lecture 12 How to Address the Individual Needs of each Buyer

Lecture 13 Working with Your Co-workers to Advance and Close

Lecture 14 Building Long-term Customers after the Sale

Section 5: Data-Mining: Using Sales Data to Grow Your Sales

Lecture 15 Learn How to Use Sales Data to Prospect, Nurture, and Close

Lecture 16 Speed Up Your Sales with AI

Lecture 17 Discover How to Use Sales Data to Improve

Lecture 18 List of Data Sources and Metrics

Section 6: Virtual Selling: Succeed in Remote Sales

Lecture 19 Learn How to Make Virtual Selling Work for You

Lecture 20 How to Have a Great Virtual Meeting

Section 7: Mental Health in Sales: Bring It Back to Self-Care

Lecture 21 Hear My Story of Pushing Through Adversity

Section 8: Conclusion

Lecture 22 Conclusion

This course is best suited for: Aspiring Sales Professionals Individuals new to sales who want to build a strong foundation and learn proven techniques to kickstart their careers. Experienced Sellers Looking to Upskill Sales professionals who want to refine their techniques, leverage modern tools like data and AI, and stay competitive in today’s fast-evolving marketplace. Sales Leaders and Managers Team leaders looking for frameworks and strategies to train and mentor their sales teams effectively while driving consistent results. Entrepreneurs and Business Owners Entrepreneurs who need to sell their own products or services and build lasting relationships with customers to grow their businesses. B2B and B2C Sellers Professionals selling in both business-to-business and business-to-consumer environments who need adaptable, universal sales strategies. Remote or Hybrid Sellers Salespeople navigating virtual and hybrid selling environments, looking to build trust and close deals without relying on face-to-face interactions. Professionals in High-Stakes Sales Individuals selling complex solutions like technology, financial services, or real estate who need to master consultative selling and relationship management. Anyone Seeking a Growth Mindset Lifelong learners committed to becoming students of their profession, staying curious, and continually improving their craft. Whether you’re selling cars, software, or your own expertise, this course offers the tools and mindset to help you succeed. If you’re passionate about connecting with customers and delivering value, Smart Selling is for you.