Sales Management for Growth Companies

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Petri Parvinen

1:40:16

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1. Introduction

1. Introduction.mp4

00:55

2. Selling under different business models

1. Selling under different business models.mp4

08:21

3. Innovation selling

1. Innovation selling.mp4

07:45

4. Channel combinations for sales efficiency

1. Channel combinations for sales efficiency.mp4

10:05

5. Era of engagement

1. Era of engagement.mp4

06:36

6. At the heart of solution selling

1. At the heart of solution selling.mp4

10:45

7. IoT in sales and dataled business models

1. IoT in sales and dataled business models.mp4

10:14

8. Individualized sales tactics

1. Individualized sales tactics.mp4

06:59

9. Augmented and Virtual Reality technologies for e-selling

1. Augmented and Virtual Reality technologies for e-selling.mp4

08:36

10. Research evidence on social selling

1. Research evidence for social selling.mp4

06:02

11. Stripped sales messages for the brain

1. Stripped sales messages for the brain.mp4

05:01

12. Sales practices in start-ups

1. Sales practices in start-ups.mp4

09:17

13. The truth about value based selling

1. The truth about value based selling.mp4

09:40

Description

Beyond the obvious - A combination of best sales and sales management practices from scaleups, startups and investors

What You'll Learn?

Apply modern selling and sales management methodologies
Implement in practice ideas scientifically proven to work, e.g. value based selling, solution selling and innovation selling
Be inspired by case examples and stories from growth companies over the years
Energize your sales activity regardless of personal background
What is good: Going beyond the obvious basics of doing sales to building and managing an efficient sales concept

Who is this for?

Anyone ambitious about going beyond the basics in selling and sales management

More details

Description
Everyone strives for great sales, but forcing sales performance with unintelligible and traditional salesforce management can be uninspiring to say the least. Sales is about adaptation and trustworthiness, and equally much about process and psychology. Professor Petri Parvinen is a worldwide expert in selling and sales management and specializes in accelerating growth. His inspiring insights, practical tips and case studies are based on three different data sources: 1. firsthand entrepreneurial experience, 2. working and coinvesting with leading private equity and venture capital companies and 3. the latest academic global sales research. On this course, Petri shares an inspiring set of lessons, practices, case studies and research result on what makes sales great - and goes beyond the obvious. The contents cover a range of contemporary selling and sales management issues such as value based selling, solution selling, innovation selling, sales technology, sales psychology, selling under different business models, multi-channel combinations and simplifying sales arguments. With the help of this course, anyone should become inspired, informed, equipped and perhaps even amused. Petri's award-winning production crew, headed by producer and director Wolf German from Paso Robles, CA, has done a fantastic job at bringing the production quality to an enjoyable level even in the eyes of the most demanding of audiences.
Who this course is for:
Anyone ambitious about going beyond the basics in selling and sales management

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Dr. Parvinen works as Professor of Strategic Marketing and Management at the University of Helsinki, the leading university in Finland. His interdisciplinary research comprising 50+ journal publications has been published in leading journals in marketing, management, innovation and information systems, and he has authored several best-seller books. He has worked with hundreds of organizations, reinforcing commercial and business thinking particularly in contexts where it has not spawned naturally. Dr. Parvinen continuously works as a multi-entrepreneur, salesman, consultant and investor globally. He has personally founded 14 companies and is keen to share successes and failures. He is the original father of the Aalto Ventures Program (AVP) and a frequent visitor to Stanford University. He is a popular worldwide lecturer and non-executive board member. In a book review, he has been pegged “an academic enfant terrible, whose uncontainable power of expression is something new and fresh from the academic community.”

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