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Full Lesson Plans

Full Lesson Plans consist of three parts. Part one includes a webinar recording, providing in-depth insights into crucial topics for system integration salespeople along with a short quiz designed to reinforce key concepts. The second part is an exercise that offers you the opportunity to take action on what you learn in the webinar. The final step is all about elevating your learning experience further with an additional resource, whether it’s a thought-provoking podcast or an Ask Us Anything conversation.

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Your Outbound Call Plan

outbound call plan
prospecting

Modern Day Prospecting

cold calling
networking
prospecting

How Busy Salespeople Can Be Proactive

proactive selling
time management

How to End Sales Calls

action items
closing
debrief

In Person Cold Calls in a Modern Environment

cold calling
cold calls
gathering intelligence

How to be Great at Follow-Up

organization
stay organized

Networking in 2030

2030
digital marketing
future

Prospecting in 2030

2030
cold calling
digital marketing

Emails and Salespeople

bad news
calendly
doodle

Public Speaking

keynote
lectern
presenting

Closing Sales

champion
closer
closing

Selling into Vertical Markets

focus
specialization
vertical markets

Interpersonal Skills for Salespeople

interpersonal skills
manners
soft skills

Selling Services to Enterprise (Large) Accounts

enterprise
Large accounts
major accounts

Having Difficult Conversations with Customers

angry customers
difficult conversations
objections

Creating an Annual Sales Plan

annual sales plan
sales plan
strategy

Powerful Storytelling

presentation
presenting
Stories

Selling to Technical People

analytical
engineers
presenting

Getting it Done

getting it done
soft skill
time management

Winning More Business From Current Customers

current accounts
current customers
winning business

The First Four Minutes of a Sales Call

first four minutes of sales call
first impression
introduction

Writing an Executive Summary

executive summary
proposals
quotes

Forecasting and Pipeline Management

forecast
Forecasting
opportunity management

Asking Personal Questions

discovery questions
personal questions
qualifying

Growing with Partners

channel
dealers
integrators

Creating Unsolicited Ideas

bd
biz dev
business development

How to Lead Virtual Sales Calls

virtual call
virtual meeting
virtual selling

How to Handle Objections

handling objections
objections
overcoming objections

Your Outbound Calling Plan

cold call
cold calling
outbound

Selling to the DIY Customer

diy
do it yourself
small accounts

Selling Managed Services to New Prospects

cloud
hosted services
managed services

Proposal to Close...How to Win

close
closing
closing process

Selling Cloud (Hosted) Services

cloud
hosted services
managed services

Five Tactical Ways to Get in the Door

appointments
cold call
cold calling

Delivering Excellent Sales Presentations

presentations
sales call
sales pitch

Bionic Listening

active listening
listening

Modern Day Networking

modern
modern day
networking

How to Ask Questions – Part II

probing questions
super questions

How to Ask Questions Part 1

disarm
disarming authority
how to ask questions

Building Your 2018 Sales Plan

annual sales plan
Building Your Annual Sales Plan sales plan
strategy

Social Selling for the Security Sales Pro

immediate impact
opening
sales calls