Course - Win the Deals That Matter

Win the Deals That Matter

Win business by providing valuable insight to your buyers, building the right relationships, aligning your revenue team, and leveraging your collective experience.
Module - About 40 mins

Deliver Insight to Your Buyer

Use an insight map to articulate what your customer needs to achieve.

Introduction

(About 15 minutes)

Getting Started on the Insight Map

(About 10 minutes)

Organizing the Insight Map

(About 8 minutes)

Adding Details to the Cards

(About 8 minutes)

Module - About 35 mins

Build the Right Relationships

Use a relationship map to focus your team on the relationship strategies needed to win the deal.

Introduction

(About 10 minutes)

Adding Contacts to a Map

(About 8 minutes)

Setting Relationships Between Contacts

(About 8 minutes)

Setting a Contact's Details

(About 8 minutes)

Module - About 30 mins

Use Best-Practice Sales Processes

Use an Altify sales process to lead your opportunity-pursuit team effectively to win the deal.

Introduction

(About 12 minutes)

Selecting a Sales Process

(About 3 minutes)

Updating Your Opportunity

(About 10 minutes)

Reading the Opportunity Progress Summary

(About 5 minutes)

 

Module - About 40 mins

Coach the Deals That Matter

Use TeamView to get the most out of your deal-coaching sessions.

Introduction

(About 10 minutes)

Focusing on the Deals You're Interested In

(About 5 minutes)

Reviewing Individual Opportunities

(About 8 minutes)

Coaching Opportunities

(About 5 minutes)

Configuring Your View

(About 5 minutes)

Downloading the Data

(About 5 minutes)

Module - About 40 mins

Collaborate to Win Business

Use Test & Improve to help the revenue team win more business.

Introduction

(About 12 minutes)

Scheduling a Test & Improve

(About 5 minutes)

Preparing for a Test & Improve

(About 8 minutes)

Understanding the Plan

(About 8 minutes)

Testing the Plan

(About 5 minutes)

Improving the Plan

(About 5 minutes)