B2B Sales Strategy: Avoid Prospect Stalls and Stops

Focused View

Lisa Magnuson

47:38

145 View

01 - Introduction

01 - Avoiding prospect stalls and stops in your sales cycle.mp4

00:32

02 - 1. How to Anticipate B2B Sales Traps

01 - Recognizing three common sales traps.mp4

04:17

02 - Identifying two reasons your prospects stall.mp4

03:50

03 - 2. How to Align with Your B2B Sales Prospect

01 - Gaining insights into your prospects B2B buying journey.mp4

04:11

02 - Putting yourself in your prospects shoes.mp4

04:19

04 - 3. How to Qualify the B2B Sales Opportunity

01 - Capitalizing on the three layers of the qualify stage.mp4

03:48

02 - Developing successful sales qualifying questions.mp4

04:58

05 - 4. How to Partner with Your B2B Sales Prospect

01 - Engaging decision makers and stakeholders in B2B sales.mp4

04:11

02 - Collaborating on your prospects internal business case.mp4

03:37

06 - 5. How to Differentiate Your B2B Sales Solution

01 - Creating prospect value in B2B sales.mp4

03:48

02 - Designing your win themes for maximum decision-maker impact.mp4

03:47

03 - Differentiating your sales solution with win themes.mp4

04:37

07 - Conclusion

01 - Celebrating wins in your B2B sales efforts.mp4

01:43

Description

Have you ever found yourself in a stall with one of your sales prospects? You had sales momentum, and then it abruptly ends. Skillfully building and executing a strategy that intentionally addresses potential stalls and stops will result in greater success and higher contract win rates.

In this course, B2B sales strategy expert Lisa Magnuson shares guidance and actionable techniques to help you build a strong strategy that will lead to many big contract wins. Learn how to identify common sales missteps, map your prospect’s experience through a complex buying journey, and ask strong qualifying questions. Practice analyzing the decision-making process and forming a collaborative partnership with your prospects. Plus, explore ways to differentiate your solution from the competition.

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Marketing Strategy

Digital Marketing

Sales Skills

Sales Management

B2B Sales

Salesforce

Lisa Magnuson

Instructor's Courses

Close your big deals. As a Sales VP, you need your senior sales executives to close their largest opportunities – every time. Yet, complex opportunities are long and messy. They require a higher level of sales execution. Top Line Sales will guide your senior AE’s to deliver on their biggest opportunities. Our clients have won millions in new contracts with The Top Line Sales Engine™ toolkit. o Talk to a 5X Deal Strategist Learn more by visiting www.toplinesales.com

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LinkedIn Learning is an American online learning provider. It provides video courses taught by industry experts in software, creative, and business skills. It is a subsidiary of LinkedIn. All the courses on LinkedIn fall into four categories: Business, Creative, Technology and Certifications. It was founded in 1995 by Lynda Weinman as Lynda.com before being acquired by LinkedIn in 2015. Microsoft acquired LinkedIn in December 2016.