Solving Critical Business Challenges With Sales Tools

Gain insights on the current sales tool landscape, challenges they solve, and how to architect an end-to-end deployment.

What you’ll learn
Survey the current Sales Tool landscape
Determine if your organization is adequately prepared to make a Sales Tool investment
Key sales and business challenges that Sales Tools aim to solve
Prioritize your challenges and desired outcomes in order to pursue the appropriate Sales Tool for your organization
Gain cross-functional buy-in and drive alignment to support efforts to solve current challenges with a Sales Tool
Define applicable KPIs (Key Performance Indicators) to ensure the ROI (Return on Investment) when purchasing a Sales Tool
Research, engage, select, and procure the right Sales Tool that aligns to your desired outcomes
Deploy your Sales Tool following proven change management process best practices
Requirements
Students should have basic familiarity of their organization’s sales tool technology stack and be highly motivated to drive positive change within their organization.
Description
Solving Critical Business Challenges with Sales Tools was developed for the business professional who is looking to make a positive impact within their organization and drive material improvements across their sales teams and the company as a whole through the purchase and deployment of Sales Tools.This is an engaging and interactive course that will support you and your organization no matter where you are in your Sales Tool journey, whether currently realizing you have sales and/or business challenges that need to be solved or you have already deployed a Sales Tool and are struggling with adoption.Regardless of your company’s size, when it comes to purchasing new technology to support sales, too often there are critical considerations that are not addressed and steps that are not taken to ensure a sales tool can truly solve an organization’s business challenges. With an already crowded Sales Tool market, an overwhelming number of claims by suppliers that they can address sales organizations’ most critical challenges, and at times a lack of differentiation by many suppliers, it’s no wonder why it’s difficult to make a sound buying decision. This can lead to a lack of realized value from the purchase of the Sales Tool due to low end-user adoption or leadership support, the purchase of the wrong Sales Tool, and negatively impacted internal credibility and trust within the organization.But there are measures that can be taken to pivot and improve key levers after the deployment of a Sales Tool or start with a sound strategy before you begin to address sales and/or business challenges with a potential purchase of a Sales Tool.During this course, you will learn:Survey the current Sales Tool landscapeDetermine if your organization is adequately prepared to make a Sales Tool investmentKey sales and business challenges that Sales Tools aim to solvePrioritize your challenges and desired outcomes in order to pursue the appropriate Sales Tool for your organizationGain cross-functional buy-in and drive alignment to support efforts to solve current challenges with a Sales ToolDefine applicable KPIs (Key Performance Indicators) to ensure the ROI (Return on Investment) when purchasing a Sales ToolResearch, engage, select, and procure the right Sales Tool that aligns to your desired outcomesDeploy your Sales Tool following proven change management process best practicesThroughout the course, you will apply your knowledge through 7 activities that can be immediately applied to the process you have undertaken to procure a Sales Tool from discovery to deployment and beyond.

Overview

Section 1: Welcome & Introduction to the Course

Lecture 1 Course introduction & what’s in it for you

Lecture 2 An introduction to Sales Tools

Lecture 3 Where Sales Tools are today & the ever-changing landscape

Section 2: Unpacking Sales Tool Categories

Lecture 4 Before you get started: your organization’s tools strategy & cost considerations

Lecture 5

Lecture 6 Setting the foundation: Sales Tool categories and desired outcomes
Lecture 7 Addressable Market/Segmentation/Prospecting Tools
Lecture 8 Compensation and Incentive/Territory/Quota Tools
Lecture 9 Sales Readiness/Content/Playbooks/Sales Methodology/Conversation Intelligence
Lecture 10 Customer Relationship Management/Contract Lifecycle/Configure, Price, Quote
Lecture 11 Business Intelligence/Pipeline Analytics/Forecasting Tools
Lecture 12 Request for Proposal (RFP)/Demo Automation Tools
Lecture 13 Customer Loyalty & Renewal Management Tools
Lecture 14 Activity: Audit your own sales tool tech stack and category mapping
Section 3: Starting your Journey and Driving Internal Alignment
Lecture 15 How to determine where to start
Lecture 16 Activity: Document and prioritize your challenges you are looking to solve
Lecture 17 Partnering with internal key stakeholders
Lecture 18 Activity: Identify and select your internal key stakeholders
Lecture 19 Activity: Measure success with Key Performance Indicators (KPIs)
Lecture 20 Considerations for internal key stakeholder collaboration and meetings
Section 4: Researching, Selecting, and Procuring Sales Tools
Lecture 21 Where to research Sales Tools and key areas of focus
Lecture 22 Shortlist options and engaging with suppliers
Lecture 23 Keeping your focus on solving the challenge
Lecture 24 Requesting proposals, negotiating, and signing the dotted line
Section 5: Establishing a Change Management Process
Lecture 25 Your Change Management Process
Lecture 26 Activity: Revisit and finalize your KPIs
Lecture 27 Activity: Develop and launch your communication plan
Lecture 28 Activity: Create your adoption and sustainment plan
Lecture 29 Sales Tool “Go Live” and ensuring adoption
Section 6: Conclusion and Thank You
Lecture 30 Course Summary and key takeaways
Lecture 31 Thank You and Good Luck!
Entry to mid-level sales professionals in Sales Leadership, Sales Enablement, Sales Operations, Marketing or in other Sales Business Partner roles.,Business professionals who are motivated to solve their organization’s sales and/or business challenges and potentially stretch themselves within their current role.,Individuals who are eager to learn approaches to purchasing sales tools from discovery to deployment and keen on making a fundamental difference within their organization.