HighTechSuccess

Before you begin...

Module 1 - Lesson 1: Introduction

Module 1 - Lesson 3: Who Are You? Why Would A Senior Executive Talk To You?

Module 1 - Lesson 4: Tools That Increase Your Success

Module 1 - Lesson 5: Reasons Why Management Buys Technology or Professional Services

Module 1 - Lesson 6: Transactional Selling vs. Relationship Selling

Module 1 - Lesson 7: Developing Your Sales Value Proposition

Module 1 - Check Your Knowledge

Module 1 - Your Action Steps, Worksheets and Downloads

Module 2 - Lesson 1: The Importance of Cold Calling by Phone

Module 2 - Lesson 2: The Best Time to Cold Call Management

Module 2 - Lesson 3: Developing Your Telemarketing Script - 9 Steps to Building a Tactical Cold Calling Script That Will Get You In The Door

Module 2 - Lesson 4: Managing Telephone Sales Objections

Module 2 - Lesson 5: Managing Gatekeepers

Module 2 - Lesson 6: Cold Calling Mistakes - 7 Mistakes Most Salespeople Make When Cold Calling

Module 2 - Lesson 7: Cold Calling by Email

Module 2 - Lesson 8: Cold Calling in LinkedIn

Module 2 - Check Your Knowledge

Module 2 - Your Action Steps, Worksheets and Downloads

Module 3 - Lesson 1: First Appointment Part 1 - The 20-Minute Overview and Mining for Opportunities

Module 3 - Lesson 2: First Appointment Part 2 - Seven Questions You Must Ask the Management Prospect During Your First Meeting; Mining for Opportunity

Module 3 - Lesson 3: How to be Professionally Blunt

Module 3 - Lesson 4: Client Engagement Outline

Module 3 - Lesson 5: The Discovery Meeting

Module 3 - Check Your Knowledge

Module 3 - Your Action Steps, Worksheets and Downloads

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Module 4 - Lesson 1: Introduction

Module 4 - Lesson 2: Preparation - 5 Steps to Make Your In-Person Demo or Executive Presentation Successful

Module 4 - Lesson 3: Preparing Overhead Slide Presentations

Module 4 - Lesson 4: Scheduling for In-Person and Online Presentations

Module 4 - Lesson 5: Room Set Up for In-Person Presentations Using the Whiteboard

Module 4 - Lesson 6: The Timeline of Whiteboard Presentations

Module 4 - Lesson 7: The 3 Box Monty Whiteboard Presentation

Module 4 - Lesson 8: Ten Steps to Make Your Webinars More Successful

Module 4 - Check Your Knowledge

Module 4 - Your Action Steps, Worksheets and Downloads

Module 5 - Lesson 1: Introduction

Module 5 - Lesson 2: Top 10 Sales Negotiation Objections

Module 5 - Lesson 3: Six Steps in Relationship Selling

Module 5 - Lesson 4: How to Negotiate From Value, Not From "Win/Win"

Module 5 - Lesson 5: The Five Types of Competitors and How to Deal With Them

Module 5 - Lesson 6: How to Negotiate With Senior Executives Once They Say "No"

Module 5 - Lesson 7: Stalled Negotiations

Module 5 - Lesson 8: Use Premeditated Concessions to Win More Deals and How to Build a Concession List

Module 5 - Lesson 9: Negotiating Strategically - 18 Tactical and Strategic Steps

Module 5 - Lesson 10: Emotion Management

Module 5 - Lesson 11: Pricing Issues

Module 5 - Lesson 12: Use the Executive Dictionary as an Advanced Sales Tool

Module 5 - Lesson 13: Understanding the Study of Enneagram Concepts to Sell More

Module 5 - Lesson 14: Assumptive Negotiating Methods to Use With Executives

Module 5 - Lesson 15: Qualifying the Prospect - Action Steps That Qualify Buyers

Module 5 - Lesson 16: Conclusion

Module 5 - Check Your Knowledge

Module 5 - Your Action Steps, Worksheets and Downloads

Module 6 - Lesson 1: Introduction - Management Proposal Basics

Module 6 - Lesson 2: Preparing a Management Proposal That Works

Module 6 - Lesson 3: Proposal Price Options

Module 6 - Lesson 4: Requests for Proposals (RFPs)

Module 6 - Case Study—Preparing a Management Proposal: Pricing

Module 6 - Check Your Knowledge

Module 6 - Your Action Steps, Worksheets and Downloads

Module 7 - Lesson 1: Introduction

Module 7 - Lesson 2: The Salesperson Paradigm

Module 7 - Lesson 3: The Rainbow Effect

Module 7 - Lesson 4: The Commodity Line

Module 7 - Lesson 5: Types of Key Account Opportunities

Module 7 - Lesson 6: The Success Pyramid Territory Management System - Mapping Your Territory

Module 7 - Lesson 7: Use a Major Account Action Plan (MAAP) Wheel to Sell Decision Makers and Influencers at the Same Time

Module 7 - Lesson 8: Leaders and Laggards

Module 7 - Lesson 9: Spidering Key Accounts

Module 7 - Lesson 10: Use Parallel Imaging Techniques to Sell Senior Management

Module 7 - Lesson 11: Psychological ROI

Module 7 - Lesson 12: Communicate Value to Major Account Buyers Based on Their Business Type and Business Needs, Not Your Needs

Module 7 - Lesson 13: Tools to Help Manage Your Key Account Sales Cycle - Date M.A.P. Key Account Management

Module 7 - Check Your Knowledge

Module 7 - Your Action Steps, Worksheets and Downloads

Module 8 - Lesson 1: What is Time Management

Module 8 - Lesson 2: Elements of a Good Time Management System

Module 8 - Lesson 3: Productivity Bottlenecks

Module 8 - Lesson 4: Managing Obstacles in Your Daily Routine

Module 8 - Lesson 5: Building a Personal Sales Plan

Module 8 - Lesson 6: Your Personal Planning Goals

Module 8 - Lesson 7: Sales Cycle Step Management

Module 8 - Check Your Knowledge

Module 8 - Your Action Steps, Worksheets and Downloads

Module 9 - Lesson 1: Introduction

Module 9 - Lesson 2: Why Storytelling Works and How to Create Value

Module 9 - Lesson 3: Building Your Business Story

Module 9 - Lesson 4: Personalizing Your Story

Module 9 - Lesson 5: Storytelling Methods

Module 9 - Lesson 6: Additional Information to Build Your Story

Module 9 - Lesson 7: When to Use Storytelling

Module 9 - Lesson 8: Example Story 1 (Optional)

Module 9 - Lesson 8: Example Story 2 (Optional)

Module 9 - Lesson 8: Example Story 3 (Optional)

Module 9 - Lesson 8: Example Story 4 (Optional)

Module 9 - Check Your Knowledge

Module 9 - Your Action Steps, Worksheets and Downloads

Module 10 - Lesson 1: Developing a Relationship With Your Client

Module 10 - Lesson 2: How to Manage Post-Sale Consequences

Module 10 - Check Your Knowledge

Module 10 - Your Action Steps, Worksheets and Downloads

Conclusion

Final Exam