Sales Methodologies Best Practices For Enterprise Selling

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Apply sales methodology and sales process best practices to the modern enterprise selling organization

Last updated 2022-01-10 | 4.6

- Differentiate between popular enterprise sales methodologies and clarify the difference between sales methodology and sales process
- Understand the top challenges for enterprise sales organizations today and how a sales methodology can address those challenges
- Outline the evolution of sales methodologies and the context in which they arose

What you'll learn

Differentiate between popular enterprise sales methodologies and clarify the difference between sales methodology and sales process
Understand the top challenges for enterprise sales organizations today and how a sales methodology can address those challenges
Outline the evolution of sales methodologies and the context in which they arose
Review the benefits and challenges of popular sales methodologies like Strategic Selling
SPIN
Solution Selling
Sandler System
MEDDIC
and Challenger Selling
Discover best practices for using sales methodologies in modern enterprise sales organizations
Create a customized plan for incorporating sales methodologies into your organization's sales process

* Requirements

* Students should have some exposure to enterprise sales as either salespeople
* sales managers
* or corporate leadership.

Description

Confused about old and new enterprise sales methodologies? Which is best for your environment? What are the pitfalls in mixing and matching or even developing your own customer sales methodology? This course is about clarifying and differentiating various popular sales methodologies (Strategic Selling, SPIN, Sandler, Solution Selling, MEDDIC, and Challenger) and their applied context within the ideal sales process of today's enterprise sales organizations. Students will learn and appreciate these various program legacies, but also learn how today's best sales organizations are applying custom sales methods and processes for their own unique enterprise sales environments.

Who this course is for:

  • New and experienced sales managers, salespeople, and company leaders who seek to master, refresh, and implement enterprise sales methodology best practices.

Course content

4 sections • 17 lectures

Introduction to Sales Methodologies 4 lectures

Welcome to the Course Preview 02:21

Exercise: Rate Your Current Understanding of Sales Methodologies Preview 01:04

Sales Methodologies Defined Preview 02:28

Top 10 Enterprise Sales Challenges Preview 09:08

The Evolution of Enterprise Sales Methodologies 8 lectures

A Historic Timeline of Sales Methodologies Preview 08:17

Understanding Strategic Selling™ Preview 02:03

Understanding SPIN Selling™ Preview 03:54

Understanding Sandler System™ Preview 03:58

Understanding Solution Selling™ Preview 03:12

Understanding MEDDIC/MEDDPICC Preview 04:21

Understanding Challenger Selling™ Preview 04:47

Name That Sales Methodology

Let’s now have you look at various real scenarios and see the real-life implementation of these popular Sales Methodologies. Read the scenarios and identify the sales methodology being practiced.

Effective Sales Engagement Process Management 3 lectures

Best Practices for Enterprise Selling Today Preview 03:43

The Customer Buying Process and Sales Engagement Process Preview 02:40

Exercise: Develop Your Customer/Sales Engagement Chart Preview 02:38

Conclusion 2 lectures

Key Takeaways: Sales Methodologies Preview 01:59

Thank You for Taking the Course! Preview 01:19