Sales Management For Growth Companies

Beyond the obvious - A combination of best sales and sales management practices from scaleups, startups and investors

What you'll learn

Apply modern selling and sales management methodologies

Implement in practice ideas scientifically proven to work, e.g. value based selling, solution selling and innovation selling

Be inspired by case examples and stories from growth companies over the years

Energize your sales activity regardless of personal background

What is good: Going beyond the obvious basics of doing sales to building and managing an efficient sales concept

Requirements

No prerequisites as such, but prior exposure to (bad) sales and marketing doesn't hurt.

Description

Everyone strives for great sales, but forcing sales performance with unintelligible and traditional salesforce management can be uninspiring to say the least. Sales is about adaptation and trustworthiness, and equally much about process and psychology. Professor Petri Parvinen is a worldwide expert in selling and sales management and specializes in accelerating growth. His inspiring insights, practical tips and case studies are based on three different data sources: 1. firsthand entrepreneurial experience, 2. working and coinvesting with leading private equity and venture capital companies and 3. the latest academic global sales research. On this course, Petri shares an inspiring set of lessons, practices, case studies and research result on what makes sales great - and goes beyond the obvious. The contents cover a range of contemporary selling and sales management issues such as value based selling, solution selling, innovation selling, sales technology, sales psychology, selling under different business models, multi-channel combinations and simplifying sales arguments. With the help of this course, anyone should become inspired, informed, equipped and perhaps even amused. Petri's award-winning production crew, headed by producer and director Wolf German from Paso Robles, CA, has done a fantastic job at bringing the production quality to an enjoyable level even in the eyes of the most demanding of audiences.

Overview

Section 1: Introduction

Lecture 1 Introduction

Section 2: Selling under different business models

Lecture 2 Selling under different business models

Section 3: Innovation selling

Lecture 3 Innovation selling

Section 4: Channel combinations for sales efficiency

Lecture 4 Channel combinations for sales efficiency

Section 5: Era of engagement

Lecture 5 Era of engagement

Section 6: At the heart of solution selling

Lecture 6 At the heart of solution selling

Section 7: IoT in sales and dataled business models

Lecture 7 IoT in sales and dataled business models

Section 8: Individualized sales tactics

Lecture 8 Individualized sales tactics

Section 9: Augmented and Virtual Reality technologies for e-selling

Lecture 9 Augmented and Virtual Reality technologies for e-selling

Section 10: Research evidence on social selling

Lecture 10 Research evidence for social selling

Section 11: Stripped sales messages for the brain

Lecture 11 Stripped sales messages for the brain

Section 12: Sales practices in start-ups

Lecture 12 Sales practices in start-ups

Section 13: The truth about value based selling

Lecture 13 The truth about value based selling

Anyone ambitious about going beyond the basics in selling and sales management