Boost Sales: Focus on the "Buying" cycle NOT the Sales cycle
5.0 (1 rating)
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Boost Sales: Focus on the "Buying" cycle NOT the Sales cycle

Intelligent Sales Management that leads to better results
5.0 (1 rating)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
6 students enrolled
Created by Philippe Carron
Last updated 9/2016
English
Curiosity Sale
Current price: $10 Original price: $45 Discount: 78% off
30-Day Money-Back Guarantee
Includes:
  • 1.5 hours on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • determine the exact position of a prospect on the Buying Cycle
  • know exactly which actions are needed at this stage, to win the deal
  • significantly increase their success rate
View Curriculum
Requirements
  • Basic knowledge of the Sales process
Description

The way companies and people "buy" has significantly changed over the last years.

Potential customers have become very independent and have a wealth of information at their disposal, long before they start talking to a sales person.

But has your sales approach changed too ? If you want to outsmart your competition you need to adapt.

Success in sales today, requires you to know where your prospect is situated in the "Buying" Cycle, and what (effective) actions to take, at which stage, to close the deal.

You also need to position yourself as an "advisor", put yourself above the playing field of your competitors, to avoid price and feature wars and increase your chances of success.  

That is why we have developed a methodology called, "Seasonal Buying Cycle" which will not only make you more successful, but will also make your forecasting much more accurate.

The course is a presentation of about 2 hours divided into 3 sections and 17 lectures.

  • Section 1: describes the content and benefits of this course in detail. It will also give a better insight in the Methodology.
  • Section 2: Explains every stage of the cycle in detail, recommending actions and analyzing the risks.
  • Section 3: learns you how to apply this methodology in practice


Learn and enjoy !

Who is the target audience?
  • Sales people who work in a B2B environment.
  • Marketing people who are responsible for Lead Generation in a B2B environment.
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Curriculum For This Course
17 Lectures
01:24:24
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Introduction
4 Lectures 18:40

A short welcome and introduction

Preview 01:55

What will you learn from this course and what is the added value you will get when managing Sales Cycles  as a sales man or sales manager.

What will this course bring you
06:56

We first look at the traditional way of managing Sales cycles and we analyze why this doesn't work anymore.

Traditional Sales Management
07:35

In this section I explain a new Methodology for managing Sales cycles: SBCM

Seasonal Buying Cycle Management
02:14
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Different Stages of Seasonal buying Cycle Management (SBCM)
10 Lectures 52:02
Stage 1: Early Winter (Operations)
04:33



Stage 4: Late Spring (Prospect)
07:03

Stage 5: Early Summer (Research)
06:00

Stage 6: Mid Summer (Analysis)
06:03

Stage 7: Late Summer (Benchmarking)
04:00

Stage 8: Early Fall (Closing)
05:27

Stage 9: Late Fall (Roll out)
04:39

Summary of Seasonal Buying cycle Management
03:50
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Applying SBCM in practice
3 Lectures 13:42
Recognizing the different stages of SBCM
07:14

Applying SBCM to Pipeline Management
02:08

How to improve your forecasxt significantly using SBCM
04:20
About the Instructor
Philippe Carron
5.0 Average rating
1 Review
6 Students
1 Course
Management Consultant, MD Gandamo

Philippe Carron has a unique sales experience of more than 30 years.
He has a Master in Electronics Engineering at the Gent University and a Post-Graduate in Business Management  at Leuven University.
He worked at companies like IBM, Compaq and Oracle and quickly moved into a sales role, becoming VP Sales after a few years and ultimately Managing director.

He created a Consulting company, called Gandamo. Objective: Helping customers to increase Sales & Marketing Productivity.