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Module Educational Objectives: <br />Research your prospect on Linkedin and other Social Media to understand their motivation for interest in <br />your company and product. <br />Study the prospect's prior activities on your website such as search keywords used, landing page filled <br />out, surveys/questionnaire answered, blog articles read and/or white papers downloaded. <br />Interview prospects (by phone, text or email) to probe and understand their needs and pain points. <br />Develop a growth and solution mindset, critical for selling complex solutions, <br />Match prospect needs to product features. Effectively use both customer stories and competitive battle - <br />cards with optimal strategy <br />Length of Module: 30 hours. Sequence and frequency of class sessions: Five days a week for four hours <br />per day. <br />Skills Measurement: Student must pass a test at the end of the module and score at least 60% to pass. <br />Module 3: Conducting Winning Product Demonstrations <br />Module Educational Objectives: <br />Prepare and practice modular demonstrations o adapt to different customer needs. <br />Deliver story -based demonstrations that engage the prospect and address needs uncovered during the <br />discovery phase. <br />Solicit feedback and address objections to ensure alignment with prospect's needs. Emphasize value <br />addition, ROI and an understanding of the prospect's industry. <br />Uncover your product's application in ways your prospect may not have even thought about to deliver <br />outstanding value. <br />Length of Module: 40 hours. Sequence and frequency of class sessions: Five days a week for four hours <br />per day. <br />Skills Measurement: Student must pass a test at the end of the module and score at least 60% to pass. <br />Module 4: Tools and technologies for sales productivity and collaboration <br />Module Educational Objectives: <br />Learn about tools used for prospecting and discovery: Linkedin, Search and Social Media tools <br />Basic workplace productivity tools such as Email, Office Suite and Internet Search tools. <br />Marketing and Sales Automation tools like CRM, Hubspot, Salesforce, Slack and Vidyard. <br />Customer communication tools like video chat (Zoom and Google Meet), Calendly for scheduling, Social <br />Media messaging and texting tools) <br />Length of Module: 40 hours. Sequence and frequency of class sessions: Five days a week for four hours <br />per day. <br />Skills Measurement: Student must pass a test at the end of the module and score at least 60% to pass. <br />Attendance and Time Tracking <br />Students are required to track and report their daily attendance hours by e-signing rosters each day of the <br />class. All reported hours must be accompanied by the corresponding completed assignments. Failure to <br />Updated 091323 107 <br />