Master Sales Management: Frameworks, Processes & Team Development

This introductory section sets the stage for your journey in sales management. You'll get to know the instructor, learn about their journey and vision, and gain insights into their million-dollar goal and how they achieved a million-dollar close. Prepare for a motivational start as you connect with the instructor's passion for sales and their commitment to helping you succeed.

This section delves into the core frameworks and processes that underpin successful sales management. You'll explore the importance of buyer personas and how to effectively utilize the DIQ framework for insightful customer research. Learn about the SPIN, NEAT, CHAMP, and BANT frameworks for crafting impactful sales conversations. You'll also discover the power of product or service positioning, goal setting, and the PESTLE analysis for strategic decision-making. This section covers essential elements like the sales funnel, pipeline, and customer journey, along with the nuances of B2B sales and effective recruitment strategies. Explore the benefits of systems thinking in sales, master the art of negotiation, and understand the crucial role of identifying your ideal customer profile. You'll delve into sales conversation strategies, the importance of customer referrals, and the power of the SWOT analysis for comprehensive evaluation. This section emphasizes the qualities of a good sales manager, highlighting consistency, leadership skills, and the use of frameworks like the Boston Consulting Group Matrix. It covers essential aspects like change management in the sales process, sales operations, and crafting targeted sales strategies. You'll explore the concepts of SOM, SAM, and TAM, learn about the MAN framework for effective sales management, and understand the significance of value disciplines. This section equips you to guide diverse buying committees towards consensus and offers a comprehensive overview of frameworks and processes to enhance your sales management toolkit.

This section focuses on the art and science of effective sales prospecting. Learn how to build urgency on the prospect's terms and guide them towards the right solution. Discover strategies for successful prospecting, including techniques from Apple and Facebook. Master the art of handling objections and navigate cold calling and emailing with confidence. This section covers the importance of responding promptly to inbound leads, identifying your ideal customer, understanding the difference between marketing qualified and sales qualified leads, and establishing strong connections with potential buyers. You'll delve into strategies for addressing objections, learn why prospects need to understand the stakes involved, and discover how to avoid commoditized sales conversations. The section covers common objections and effective responses, along with the role of sales technology in enhancing prospecting efforts. You'll also gain valuable insights through a comprehensive Q&A session dedicated to sales prospecting.

This section emphasizes the importance of networking for sales success. You'll learn how to build a strong professional network to generate referrals and warm leads. Discover strategies for navigating networking events and conferences effectively. The section concludes with a Q&A session to address your specific networking queries.

This section provides a detailed explanation of the SMART goal-setting framework. You'll learn the definition of SMART (Specific, Measurable, Attainable, Relevant, Time-bound) and understand its significance in driving success. This section explores the benefits of using SMART goals in both personal and professional contexts. It delves into each aspect of the SMART framework, providing practical examples and insights into how to effectively set and achieve goals. The section concludes with a Q&A session to address your questions about the SMART framework.

This bonus section offers a collection of valuable insights and tips to enhance your sales management journey. You'll receive a step-by-step guide to achieving your business dreams, explore the power of positivity in the creator economy, and discover the importance of quiet dedication for building confidence. Learn how to find joy in your work, stay motivated as an entrepreneur, and overcome the biggest bottleneck for entrepreneurship. The section also covers the marshmallow test, lean management, the balanced scorecard, and the Red Car theory. You'll gain practical insights into building rapport and learn about the AIDA model for effective marketing and sales.

This final section invites you to connect with the instructor and learn more about their journey and expertise. You'll have the opportunity to ask questions, share your experiences, and build a valuable network within the sales management community.