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LinkedIn Learning

Selling into Companies

via LinkedIn Learning

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Overview

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Discover how to successfully navigate a large B2B sale. Learn how to leverage industry issues, ask the right questions, establish your value, navigate bureaucracy, and more.

Syllabus

Introduction
  • Welcome
1. Setting Up for Success
  • Where does your solution fit?
  • The five categories of critical customer intelligence
  • Distinguish between buyers and users
  • Learn about and leverage the compelling industry issues
2. Tailoring Your Approach
  • Choose the best entry point
  • Identify and understand your buyer
  • How to reach the unreachable buyer
  • Master your sales process
  • Show up prepared
3. Creating Urgency
  • Create a compelling opening
  • Manage the first meeting
  • The best sales questions
  • The worst sales questions
  • Business objective vs. product need
4. Closing the Deal
  • Establish your value
  • Navigate bureaucracy
  • Competitive positioning
  • Manage price obstacles
  • Make the handoff
Conclusion
  • Next steps

Taught by

Lisa Earle McLeod and Elizabeth (McLeod) Lotardo

Reviews

4.6 rating at LinkedIn Learning based on 159 ratings

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