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Курс от STARWEAVER
courseraБизнес
Professional Prospecting and Client Engagement
Курс от STARWEAVERО курсе
Top sales performers generate 3x more pipeline than average reps, yet 67% of sales professionals miss quota due to ineffective prospecting and qualification. This course transforms you into a pipeline-building expert through mastery of proven sales prospecting and client engagement strategies. Learn to create laser-focused Ideal Customer Profiles, execute multi-channel outreach that gets responses, and apply frameworks like BANT and TIMD to qualify opportunities effectively. Master consultative selling through SPIN methodology, build trust through active listening, and manage complex stakeholder relationships. You will also learn client engagement strategies and relationship management techniques that turn one-time buyers into long-term partners. The course culminates in creating a comprehensive Healthcare Technology Prospecting Playbook, providing you with immediately applicable tools for real-world success. Whether you're starting your sales career or refining existing skills, gain the systematic approaches top performers use to consistently exceed targets.
Навыки, которые вы освоите
Prospecting and QualificationSales ProspectingStakeholder ManagementCustomer Relationship ManagementActive ListeningAccount ManagementCold CallingCustomer Relationship Management (CRM) SoftwareConsultative SellingProfessional NetworkingAccount StrategySales ProcessSales PipelinesCustomer EngagementSalesStakeholder AnalysisStakeholder EngagementSales DevelopmentOutbound CallsClient Support
Программа курса
4 модулей · 92 учебных материалов
01Prospecting Fundamentals and Strategies 27 материалов
Учитесь у экспертов
Eric Zackrison
Educator, Consultant, Speaker, and Trainer focused on building better leaders, better teams and better organizations
Starweaver
Global Leaders in Professional & Technology Education