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High Performance Sales

This course includes

  • 15 downloadable resources
  • 38 pages or articles
  • 18 exercises or assignments
  • 3 discussion forums

Course content

8 sections • 74 activities

  • Whale Hunters
  • Carol Dweck Ted Talk Video
  • Article “Carol Dweck Mindset Summary”
  • Whale Hunters
  • Dan Pink Ambivert Article
  • Washington Post Dan Pink Ambivert Article
  • Whale Hunters
  • Podcast “NWK_HIS_Week 1 Fireside Chat with Dan Pink.mp3”
  • Whale Hunters
  • Homework Assignment: Complete Worksheet "Sales to be Made"
  • Creating your Baseline Sales Inventory
  • Assignment 1: Creating your KSD baseline inventory
  • Creating your Baseline Sales Inventory
  • Steve Jobs Video on Customer Experience
  • Assignment 2: Vitamin and painkiller
  • Creating your Baseline Sales Inventory
  • Video: The Elevator Speech
  • Video: 6 pitches for the 21st Century
  • Assignment 3: Walk and Talk
  • Focused and Clever
  • Focused and Clever
  • Assignment 1: Filtering Your Targets
  • Focused and Clever
  • Assignment 2: Stakeholder Map
  • Focused and Clever
  • Assignment 3: Personas
  • Focused and Clever
  • Article: The #1 Rules Sales Reps Should Adhere To When Talking About the Competition
  • Assignment 4: Competitive Talking Points
  • Focused and Clever
  • Amp Up Your Lead Generation
  • Cold Call Big Win
  • Prospecting Script
  • Prospecting Script Assignment
  • Prospecting Script Discussion Board
  • Amp Up Your Lead Generation
  • Article: Your Colleagues Don't Read Anything You Write. Here Are 8 Ways to Change That.
  • High Impact Email Assignment
  • Amp Up Your Lead Generation
  • Video: The Art of the Sales Conversation
  • The Art of the Sales Conversation Discussion Board
  • Amp Up Your Lead Generation
  • Advancing the Opportunity
  • Article: The Surprising Power of Questions
  • Assignment 1: Really Listen and Ask the Right Questions
  • Advancing the Opportunity
  • A New Study of 19 Million Meetings Reveals That Meetings Waste More Time Than Ever (but There Is a Solution)
  • Advancing the Opportunity
  • Video: Handling Objections
  • Assignment 2: Handling Objections
  • Advancing the Opportunity
  • The Power of Storytelling
  • Reading: The Irresistible Power of Storytelling as a Strategic Business Tool
  • The Power of Storytelling
  • Assignment 1: “Story Matrix” Sales Playbook Tool
  • The Power of Storytelling
  • Video: Legend Story
  • Video: Failure Story
  • Assignment 2: “Story Canvas” Sales Playbook Tool
  • Video: Clues to a Great Story
  • On Deck
  • Presenting like a Rockstar
  • Video: Presence: Bringing your Boldest Self to Your Biggest Challenges
  • Video: Your Body Language May Shape Who You Are
  • Assignment: VT Sales Playbook - Presenting Like a Rockstar
  • Assignment: Real Presentation Assignment - Reflections & Feedback
  • Discussion Board: Presentation Pro Tips
  • Presenting like a Rockstar
  • Going Above and Beyond and Delighting Clients
  • Win/Loss Debrief Assignment
  • Going Above and Beyond and Delighting Clients
  • The Secret to Delighting Customers
  • Going Above and Beyond and Delighting Clients
  • Self-Study Assignment - Client Delight Index Assignment