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Sales

Innovapptive Sales Enablement Certification Course 1.0


Content
  • Course 101 - Discovery Call Series
  • COURSE 101 - CHAPTER I - DISCOVERY SCOPING & INTERNAL HUDDLE
  • Chapter - I : Discovery Meeting Scoping and Internal Huddle - Video I
  • Chapter - I : Discovery Meeting Scoping and Internal Huddle - Play
  • Chapter - I : Discovery Meeting Scoping and Internal Huddle - Video II
  • Chapter - I : Pain and Impact Questions Scenario
  • Chapter - I : Pain and Impact Questions Exercise
  • Chapter - I : Discovery Meeting Scoping and Internal Huddle - Deck
  • Chapter - I : Discovery Meeting Scoping and Internal Huddle - Quiz
  • COURSE 101 - Chapter II - DISCOVERY PLANNING & EXECUTION - 1
  • Chapter - II : Discovery Call Planning & Execution - Video
  • Chapter - II : Discovery Call Planning & Execution - Deck
  • Chapter - II : Discovery Call Planning & Execution - Quiz
  • COURSE 101 - Chapter III - DISCOVERY PLANNING & EXECUTION - 2
  • Chapter - III : Discovery Call Planning & Execution - Video
  • Chapter - III : Discovery Call Planning & Execution - Deck
  • Chapter - III : Discovery Call Planning & Execution - Quiz
  • COURSE 101 - Chapter IV - Discovery Checklist
  • Discovery Call Check list
  • Course 102 - How to Identify a Critical Event
  • How to Identify Critical Event Introduction & Content
  • Chapter - I : How to Identify Critical Event - YT Resource Video
  • Chapter - II : How to Identify Critical Event - Internal Session
  • Chapter - III : How to Identify Critical Event Deck
  • Chapter - IV : How to Identify Critical Event Quiz
  • Course 103 - As-Is and To-Be processes checklist
  • Chapter - I : As-is and To-be Processes and Checklist - Video
  • Chapter - II : As-Is and To-Be Process Solution Design - Deck
  • Chapter - III : As-Is and To-Be Process - Checklist
  • Course 104 - Relationship Mapping with Altify Map
  • Chapter - I : Relationship Mapping with Altify Map - Video
  • Chapter - II : Relationship Mapping with Altify Map - Deck
  • Chapter - III : Altify Map Checklist
  • Course 105 - Understanding Customer's Buying Roles & Decision Process
  • Understanding Customer's Buying Roles & Decision Process - Introduction
  • Chapter - I : Understanding Customers Buying Roles & Decision Process - YT Video
  • Chapter - II : Understanding Customers Buying Roles & Decision Process -Session
  • Chapter - III : Understanding Customers Buying Roles & Decision Process - Deck
  • Course 106 - Operational Walkthrough
  • Chapter - I : Operational Walkthrough - Video
  • Chapter - II : Operational Walkthrough - Deck
  • Course 107 - How to execute an account & Opportunity to deal review
  • Chapter - I : How to execute an account & opportunity to deal review - Video
  • Chapter - II : How to execute an account & opportunity to deal review - Deck
  • Sales Learning Repository
  • I - Using the SPICED Framework
  • II - Customer Success Impact and Critical Event
  • III - What are critical events - Building a Sales Org
  • IV - Closed Vs Open Ended Questions
  • V - The best way to build a pipeline - Sales Skills
  • VI - How to perform a world class delivery call
  • VII - How to Ace a Call
  • VIII - Telling a story
  • IX - How to crush a demo(1)
  • X - How to use questions to build consensus
  • XI - How to handle Objections vs Deflections Vs Rejections
  • XII - What it is & How to do it
  • XIII - The Importance of educating customers
  • XIV - Choreographing the decision process
  • XV - How to handle objections
  • XVI - How to negotiate without negotiating
  • XVII - What to do when a customer goes dark
Completion rules
  • All units must be completed
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