<h1 class="entry-title"><span>Learning Track:</span>Marketing</h1>

Duration: 22 hours

Part of the role a marketing team is to position a company’s solutions in their target marketplace. They need to explain not only ‘what’ their solutions do, but also ‘why’ they do it. So comprehensively understanding the target market competitive and business dynamics is vital insight that must be developed and maintained.

The marketing team will often interact directly with customers, so being aligned with the process of the sales team and being able to quickly and effectively communicate to customers the value messages they need to deliver is key to making the marketing team a sales accelerator.

The learning track for Marketing people is designed to enhance the ability to:

  • Build comprehensive insight in to industries and individual companies
  • Better understands industry and company strategies and tactics
  • Relate to industry competitive dynamics, operational challenges/response and initiatives
  • Develop organizational insight
  • Understand the multitude of external factors impacting corporations and whole industries such as environmental, political, economics, technologial, social factors and more
  • Use a framework for the development of emotionally impactfull presentations

Being able to comprehensively build industry and customer insight is key to the effectiveness of target marketing. Understanding the competitive forces that operate, the environmental aspects of an industry and the various strategies and tactics being employed are all essential skills. Being able to use this insight helps marketing people be effective and also positions them as thought leaders. Marketing people also need to be able to inspire their own company as well as customers, industry groups and sometimes analysts. So being able to weave insight with excellence in presentation skills is a must.

Courses included in this learning track:

Questioning Skills

Overview:

This module utilizes a structured questioning model to reveal the customer's pain, the impact of that pain and to help guide them towards your solution. It will help you to quickly identify what is needed to win the business and lead your customer towards the value you can deliver with your solution.

Learning Outcomes:

  • Confidently utilize structured questioning
  • Be able to constructively build anxiety around the customer’s issues to motivate action
  • Be able to lead your customers towards your offering
  • Help you to quickly identify the business impact of your customer’s pain
  • Establish credibility and gain access to a broader range of stakeholders
  • Better qualify opportunities

Who this course is for:

Those in sales who need to understand the customer’s requirements, their needs and wants more fully by asking better questions, and in doing so, align their product/service and articulate the associated value.

Benefits to you:

Gain the ability to ask the right questions and to fully understand the customer’s requirements. Determine how your product or service aligns to their needs will allow you to realize the opportunity by focusing and prioritizing your resources on the deals worth engaging in and qualify out lesser opportunities.

Benefits to your organization:

Customers expect sales people to implicitly understand their business. Asking impactful questions allows sales professionals to gain an even better understanding and by doing so, enhance the reputation of the company and at the same time, differentiating themselves and the organization from the competition.

FREE TRIAL

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WHY eLEARNING

Enabling sales people to develop and refresh their skills without leaving the field.

EVALUATE THE PLATFORM

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BROWSE LEARNING TRACKS:

Key Account Manager
Account Manager
Inside Sales
Field Engineer
Sales Manager
Sales Coach
Marketing
Consultant
À la carte
Executive

Here you can create the content that will be used within the module.