Online courses for Core Selling Skills program
Learn the skills to To Boost Your Business.
Course 1
First Contact
In Saas B2B sales, first contact is a crucial moment that can determine the success of a deal. There are several factors that are critical to creating a positive impression in the first contact. . Overall, the objective of the first contact in Saas B2B sales is to establish a sense of understanding, credibility, and connection that will pave the way for a successful sale.
First Contact
5 lessons - 48 minutes
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Course 2
Selling to different personas
Selling to different personas in SaaS B2B sales requires a deep understanding of each persona's specific pain points, goals, priorities, and preferences. This may involve using different messaging, emphasizing different benefits, or highlighting different features of your product or service.to establish trust and credibility with each persona.
Course 3
Qualifying and Discovery
Qualifying and discovery are crucial steps for success in SaaS B2B sales. Qualifying helps sales teams identify and prioritize leads that are most likely to convert to customers. Discovery is the process of asking questions and actively listening to the prospect to understand their needs and goals. Proper qualification and discovery can lead to higher close rates, shorter sales cycles, and increased customer satisfaction.
Course 4
The Demo - Presentation of Value
It is important to prioritize the needs and pain points of the potential customer. A successful demo should be tailored to the specific industry, size, and goals of the customer. A clear and concise presentation, along with demonstrations of the product's key features, can help convey the value of the product and build trust with the customer.
Course 5
Mutual Close Plans
A mutual close plan is a collaborative approach to sales, where both the seller and the buyer work together to identify and address concerns and objections throughout the sales process. Learn how to develop and use a Mutual close plan to inject predictability into your revenue sream.
Course 6
Negotiation and Discounts
Negotiation isn't all about price. Learn how to identify and use the items that are valuable to your prospect and low cost to you to negotiate the best deal for both parties
Course 7
Pricing and presentation of Value
Badly presented pricing can result in a confused or underwhelmed prospect who will need additional discounts and concessions to get the deal closed. Lear how to present pricing and use important tools such as a pricing NDA to secure the deal,
Course 8
Negotiation Strategy
Master the golden rules of negotiating deals with your prospects to take the deal off the table and win long term. Subscription sales where there potential follow on deals to be secured require mean you need to learn how to negotiate a subscription sale.
Course 9
Objection Handling
Badly presented pricing can result in a confused or underwhelmed prospect who will need additional discounts and concessions to get the deal closed. Lear how to present pricing and use important tools such as a pricing NDA to secure the deal,
Course 10
Deal Strategies
Deal strategies in B2B sales allows you to tailor your approach to the unique needs and wants of each potential customer. Not all clients have the same budget, timelines, or priorities, so a one-size-fits-all approach won't necessarily be effective. By having multiple deal strategies at your disposal, you can adjust the deal structure to meet the specific needs of various clients.
Hey!
I Am David larkin
With many year’s experience , I helped build and grow over 50 companies in the last 8 years. In the constantly changing field of Sales, it is my mission to empower globally ambitious companies with sustainable and predictable revenue growth
Why My Courses
Grow your knowledge and stay ahead of your competitors
Proven Success
Developed and used for many years face-to-face, the learnings have brought success to many companies
Trusted Knowledge
Increase your confidence with modern best practices designed to improve your performance
Anytime, Anywhere
Web access (including mobile) to all the courses to enable you to make best use of your time on the go.
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What people are saying
"David makes some of the best sales content on the internet! His teaching style is approachable and thorough and I've learned a lot from him over the years.”
“Working with David has been a fantastic experience. He was committed to helping us accomplish our goals. We saw an immediate 10-15% increase in win rates.”
“David is smart, charismatic and insightful! He has a lot of experience and shares his knowledge freely.”
“David provided valuable information that our attendees could apply to their own pipeline reviews, to help them grow their businesses and increase effectiveness.”
