Deal Management 101
8
Lessons
8
Videos
All
Skill Level
1:10h
Duration
English
Language
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Overview
Deal management is at the core of modern selling. Whether you are looking for product-market fit, growing your business, developing traction, or scaling your business towards a sustainable trajectory, the foundation for each of these is good quality deal management.
This course is designed to teach you the core elements of managing a deal through the sales process. You will learn how the process will enable you to control the deal and increase your win rates significantly. You will learn how to close bigger deals faster by developing and managing an appropriate velocity through the deal cycle. Above all, you will learn how to manage trust in your prospect and mitigate risks to close more deals.
This course is the foundation for using the deal coach app which is an online coaching tool that guides you in deal management by prompting you at key stages of the deal, surfacing good points and bad points as trust and risk and offers modern proven tactics to overcome the specific challenges you may have in moving a deal forward.
Armed with this knowledge and tool you can develop your strategies around pipeline management, and forecasting and build your organization towards sustainable and repeatable revenue growth.
Completing this course will help you:
- Close more deals. Faster.
- Tap into years of experience to to build your skill set quickly
- Reduce the number of lost deals and keep your business moving forward
- On board new sales people quickly to scale your business
Who is the course for?
This course is designed for anyone involved in Enterprise SaaS who wants to learn how to close more deals and do it faster. You can’t wait a year or more to learn the dynamics of an Enterprise deal nor can you simply hire a costly VP of Sales so you need to tap into the necessary expertise quickly and at low cost.
Learning Path
This lesson outlines what you can expect from this course – why you need to manage your deals, what a process looks like and how to control risk and trust. Also we will dive into the stages (the three T’s) of the evolution of a business and and why deal management is essential in each stage
Video 2 Min + 2 Min read to complete
This is a long Course – over 2.5 hours of material. If you are new to sales or if you are a seasoned seller, this course has value for you. Lear the best way to approach learning from the material.
Video 4 Min to complete
As a founder, you will play a key role in the sales function. This will evolve as the business develops, so you should know the best ways for you, as a founder, to support the commercial development of your business at each stage.
Video 4 Min to complete
There are many common pitfalls that startups make when dealing with prospective buyers – in this lesson we look at some of the most common ones. Proper deal management will enable you to avoid or minimize these issues.
Video 12 Min to complete
In this lesson we explore what success and failure looks like in terms of managing deals.
Video 12 Min to complete
At the heart of a deal management process is managing risk and trust. we explore in this lesson the factors in a typical deal that contribute to creating risk or offer opportunities to build and maintain trust.
Video 10 Min to complete
There are 7 elements that need to be managed to drive a deal forward – each of these is critical for success. This lesson covers the 7 elements and how they interplay with each other.
Video 12 Min to complete
What is the benefit of a deal process? we explore the value of a process and the 3 key components of a good deal process and how you use them well.
Video 11 Min to complete
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