B2B Sales Growth and CRM Overview

Name: B2B Sales Growth and CRM Overview
Rating: 4.4 (15 reviews)

Build a healthy sales pipeline and use CRM effectively to achieve your sales targets.

Created bySuhasini Kirloskar

Last updated 11/2023

English

What you'll learn

How to set sales growth targets
How does your sales pipeline need to be, in order to achieve growth targets?
How to manage the buyer journey towards closures
Using CRM to drive sales growth - why you need a CRM and how do you use it

Course content

4 sections • 20 lectures • 1h 5m total length

Meet Suhasini and About This Course2:40
See how this course will enable you to plan for growth and build a sales pipeline to achieve your numbers.

The Nature of B2B Marketing3:51
Start looking at the sales process through the lens of the prospect’s needs. You will appreciate what buyers need when they are evaluating their options, enabling you to market and sell effectively.
Setting Growth Targets4:01
The wrong and right ways to set growth targets. Learn how to define sales targets based on the realities of selling and building new markets, so you set the right expectations and operational plans.
Study your buyers' journey
Understanding the Sales Funnel4:47
We look at AIDA - the simplest model of the sales funnel, and also discuss an example.
The Buyer Journey2:44
Some examples of buyer journeys, and how these map to AIDA.
Brand Touchpoints3:55
Learners will see how prospects interact with their brand at different touchpoints before they choose to engage.
The Nature of B2B Sales and Marketing Quiz

Creating Your Sales Pipeline2:31
Define the stages in your sales cycle and estimate the typical number that move from one stage to the next.
How Many Deals and Leads Do You Need?1:57
See how many leads you need to achieve your sales target, so you can define the scale of your sales and marketing effort.
How Healthy is Your Pipeline2:58
Review your pipeline to know what steps you should be taking. A real-life story will caution you about possible mistakes.
The Difference Between MQL and SQL1:42
How many Marketing Qualified Leads result in Sales Qualified Leads?
What Do Prospects Need at Each Stage?2:49
What content and interactions do prospects at different stages of the funnel need, so they move towards becoming customers?
Can We Get Lost Leads Back in the Pipeline?1:32
What can we do for the leads that drop off along the way, so that they come back into the sales funnel?
Are You on Track to Achieving Targets?3:32
Managing Your Sales Pipeline Quiz

Why You Need a CRM4:55
See why implementing a CRM is an important step in the growth journey of a B2B business.
What Can a CRM Do for Your Business4:04
The CRM system is the central hub for your customer data. It throws up insights that enable you to create effective sales and marketing strategies. CRM also enables you to manage tactical execution in an organized, timely, and optimized manner.
How to Use a CRM8:16
This material is not limited to any specific CRM product. By learning the basic features and functionalities, you will be able to use any CRM.
CRM Reports and Analytics1:48
Advanced CRM Features2:46
You may want to look for advanced features such as a card scanner app, live chat integration, social media integration, lead scoring and email automation when you are selecting a CRM.
How to Select a CRM3:40
You can compare different CRM products before you select one. Check that the features essential for you are included. Then check whether the product offers advanced features, is configurable, and fits your budget.
Wrapping Up!1:07
You can start building a healthy sales pipeline right away. Use the spreadsheet provided, or implement a CRM. Wishing you great luck!
CRM Quiz

Requirements

Some background in B2B business, sales or marketing would make this course more relevant for you.

Description

This course gives B2B business leaders and sales & marketing managers the clarity to engineer their business growth. It has the potential to transform your business, yet, the material is extremely simple and flows logically. The few hours you spend studying this will certainly be the best investment you ever made in your business.

Start looking at sales through the lens of the buyers' needs and increase your probability of closing deals. Next, we come to the numbers - see how your sales pipeline needs to be in order to achieve your targets. How many deals do you need, and how many leads will help you get those leads. What do your prospects need at each stage of their journey?

You will learn what you need to do in order to build and maintain the pipeline. You will discover how to track the value of your pipeline using a simple spreadsheet, as well as how to use a CRM for this purpose. Once you understand the main aspects of a CRM system, you can explore any CRM and use it easily. The course is not related to any specific CRM product. You will learn the features and functionalities that are available in most CRM.

Who this course is for:

Founders or Sales Managers or Marketing Managers of B2B startups, small and mid-sized businesses (SMBs)

B2B Sales Growth and CRM Overview

What you'll learn

Explore related topics

Course content

Let's Get Started1 lecture • 3min

Understanding B2B Sales and Marketing5 lectures • 19min

Managing Your Sales Pipeline7 lectures • 17min

CRM Overview and Benefits7 lectures • 27min

Requirements

Description

Who this course is for: