TOTAL TIME: 2HR 53MIN
- Demystifying Sales: What Sales is and isn't
- The Top 10 Traits of Elite Sales Performers
- Transactional vs. Strategic Sales
- Why Challengers Win Strategic Sales
- Why Customers Decide To Buy and Change
- Have a Conversation, don't pitch
- Reverse Selling
- Stages of a Strategic Sales Cycle
- How to Disrupt the Typical Enterprise Buying Process
- Yo-yo selling: How to Accelerate deal cycles
- The Importance of Change Agents
- PREDICT© Selling: How to Qualify a Deal Quickly Keys to Success: Putting it all together
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