Welcome to Week 1
Energiser 1: Great Salespeople: Mindset and Behaviours
Selling Skills Survey
Talking Heads: Why I Love Sales
Energiser 2: The Sales Process
Discussion: The ABC of Sales
Podcast: Weekly Summary and Next Steps
Further Resources and Free Sales Tools
Welcome to Week 2
Energiser 1: Who are your ideal customers?
Energiser 2: Seeing their World through their Eyes
Activity 1: Analysing your Customers
Energiser 3: Who makes the decision to buy?
Activity 2: Profiling your customer's buying centre
Talking Heads: The Buyers View of Sales
Energiser 4: Buying Behaviour
Activity 4: The Changing B2b Buyer
Podcast: Weekly Summary and Next Steps
Further Resources and Free Sales Tools
Podcast: Introduction to Week 3
Energiser 1: Making your Number
Activity 1: Pipeline Planning
Energiser 2: Generating Leads
Talking Heads: Personal Branding for Sales
Activity 2: Social Selling Index
Energiser 3: Getting a First Meeting
Activity Three: Prospecting Call (Part One)
Activity Three: Prospecting Call (Part Two)
Podcast: Weekly Summary and Next Steps
Further Resources and Free Sales Tools
Week 4: Introduction
Read the Case Study: The Odyssey Software Opportunity
Energiser 1: Qualification
Activity 1: Qualifying an Opportunity
Energiser 2: Questioning Part 1
Activity 2: Questioning Part 1
Activity 3: Questioning Part 2
Energiser 3: Questioning Part 2
Energiser 4: Listening
Activity 4: Listening
Energiser 5: Understanding your Competition
Activity 5: Case Study - Profiling the Buying Centre
Podcast: Weekly Summary and Next Steps
Further Resources and Free Sales Tools
Podcast: Welcome to Week 5!
Energiser 1: Value Selling
Podcast: Talking Value with Dr Simon Kelly, author of Valueology
Energiser 2: Developing a Value Proposition
Activity 1: Developing a Value Proposition for Odyssey Software
Energiser 3: Preparing to Pitch
Paul Dodds: Pitch
Energiser 4: The Perfect Pitch
Activity 2: David Brent Video
Podcast: Summary of Week 5
Further Resources and Free Sales Tools
Energiser 1: Introduction to Negotiation
Energiser 2: The Negotiation Process
Analysis of a Negotiation: Just go with it
Activity 1: Opening the Negotiation
Energiser 3: Trading and Bargaining
Activity 2: Bargaining
Energiser 4: The People Element of Negotiation
Energiser 5: Summary of Week 6
Further Resources and Free Sales Tools
Podcast: Welcome to Week 7!
Energiser 1: Closing and Objections
Activity 1: Handling Objections
Role Play 1: Handling Objections
Role Play 2: Handling Objections
Energiser 2: Customer Success
Energiser 3: After the Sale
Podcast: Summary of Week 7
Further Resources and Free Sales Tools
