Identifying what Executive-Level Sales Prospects Want
4.3 (3 ratings)
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Identifying what Executive-Level Sales Prospects Want

This course covers the key reasons executives do not want to meet with a salesperson.
4.3 (3 ratings)
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.
3 students enrolled
Last updated 7/2017
English
Current price: $10 Original price: $25 Discount: 60% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 1 hour on-demand video
  • 2 Articles
  • 2 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Discover the meeting impact because products can be purchased anywhere.
  • Discover what executive level prospects really want..
  • Explore how to manage and change the current perception.
  • Recognize how to get executives to do something different.
  • Explore the executive and seller conversation.
  • Identify the benefits of a sales meeting process.
View Curriculum
Requirements
  • No advanced preparation or prerequisites are needed for this course.
Description

You work hard to get a meeting with an executive level prospect so the main goal is to have a plan to deliver an exceptional meeting experience, including an opportunity to do business together. But did you know that 80% of initial sales meeting fail to produce real results?

Have you experienced an executive-level meeting that didn’t go as hoped? Have you noticed that as soon as you start talking, the executives are not listening and show little interest in you, your product or services? Or have you been equipped with best practice discovery questions you learned from other consultative training courses only to be marginalized with short answers? These are the challenges you will continue to face unless you explore what executives are looking for and how you can deliver a meeting they will absolutely enjoy.

In this session we discover the key reasons why executives do not want to meet with a salesperson. We identify the foundational principles to maximize the effectiveness of your meeting strategy. Executives today want their time to be respected and profitable. We explore what executives are look for and what you can do to give them what they want. 

Who is the target audience?
  • Anyone interested in sales or related fields.
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Curriculum For This Course
9 Lectures
01:09:19
+
Introduction
7 Lectures 01:09:15


What Do C-Level Prospects Want?
06:57

Better Conversation
03:37

Better Conversation Continued and Sales Process
11:39

Intial Appointment Process
01:43

Identifying what Executive Level Sales Prospects Want Continuous Play
34:36
+
Supporting Materials
2 Lectures 00:04
Slides: Identifying what Executive Level Sales Prospects Want
00:02

Identifying what Executive Level Sales Prospects Want Glossary/Index
00:02
+
Review and Test
0 Lectures 00:00

Review Questions: Identifying what Executive Level Sales Prospects Want

Review Questions
3 questions

Final Exam: Identifying what Executive Level Sales Prospects Want


Final Exam
5 questions
About the Instructor
Illumeo Learning
4.4 Average rating
291 Reviews
1,303 Students
234 Courses
Condensed and Efficient Courses for Busy Professionals

Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job.

Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination.

Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.

Stepp Sydnor (Illumeo)
4.7 Average rating
8 Reviews
31 Students
4 Courses

Stepp Stevens Sydnor is a trusted sales and business leadership expert. Stepp is an advisor, author and crowd-pleasing speaker. Over the past sixteen years, Stepps training solutions has helped companies stay ahead of their competition by re-thinking, measuring and improving their personal best. Highly engaging, Stepp’s interactive presentations help participants change their belief systems to reach higher sales and leadership goals in white-hot competitive markets. (see testimonials below)

Stepp is the founder of Stepp Sydnor Training Solutions, a business consulting firm based in Rockwall, Texas. Along with his seminar series, he has authored numerous articles on improving sales, leadership and relationship skills. He is also the author of Survive or Thrive? Creating the Life You Want Out of the Life You Have, this book and workbook is an inspirational guide to navigating life’s turnarounds.
Stepp brings over 30 years of consulting and corporate experience to his speaking and writing engagements. Clients range from best-in-class consulting companies for financial, technology, manufacturing and consulting industries i.e. McKinsey Consulting to such high-profile public-sector organizations as First Bank, Prosperity Bank, Grand Bank Dallas, Kelly Community Federal Credit Union, Time Warner Cable, PricewaterhouseCoopers, Cox Communications, UT Health Center, Hood Packaging USA, Comcast Cable, Computerland, and Sam’s Club look to Stepp to help improve communication, cooperation, commitment and revenue performance. Stepp’s proven tools, fresh tips and best practices, gleaned from real-world situations, help seminar participants “get the cure” for lackluster performance—to build a renewed work culture and dynamic sales team that can thrive in any market.


He has authored and developed several seminars including:

1. The Power of Communication, Cooperation, and Commitment – Team building and understanding how three learned behaviors are affecting personal and company performance.

2. Coaching Style Leadership – Understanding the difference between traditional leadership and coaching leadership styles.

3. Smart Sales Management – Proactive sales management and processes.

4. Smart Prospecting and Networking.

5. Smart Selling Outside Sales and Inside Sales.

6. 2MeetingClose - Sales Meeting Mastery Program