Course
Customer Investment Matching
Customer Investment Matching
The cornerstone of B2B strategy is matching your account relationship investments with customer expectations. This course shows you how to optimize your investments in key accounts.
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Customer Scorecard
Customer Scorecard
The Customer Relationship Scorecard is a tool for salespeople involved in business-to-business or B2B selling. Scorecard Meetings are a great way to manage and grow key account relationships.
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Forecasting Fundamentals
Forecasting Fundamentals
In seven short sessions you can learn the fundamentals of sales forecasting. Recent innovations in forecasting software make it easy. But errors can quickly drain company profits. In this course you learn how to: • Use exponential smoothing,...
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Forecasting Fundamentals Plus
Forecasting Fundamentals Plus
Need personal, expert assistance? This course is your answer. A forecasting expert will review four assignments and host three live instructor conferences. A maximum of five people can attend a conference. Each assignment involves a real-world...
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Forecasting Intermediates
Forecasting Intermediates
Forecasting Intermediates builds on the fundamentals by helping the learner master six topics: ARIMA forecasting, using field tests to create better forecasting data, ARMAX forecasting, economic variables, and handicapping. We also identify key...
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Forecasting Intermediates Plus
Forecasting Intermediates Plus
Need personal, expert assistance? This course is the answer. A forecasting expert will review four assignments and host three live instructor conferences. A maximum of five people can attend a conference. Each assignment involves your...
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Relationship Mapping
Relationship Mapping
This course describes the fundamentals of relationship mapping, a critical tool for salespeople engaged in business-to-business or B2B selling.
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Set Better Quotas Plus Coaching
Set Better Quotas Plus Coaching
This course includes the Set Better Quotas! course, and includes three hour-long sessions with a coach. Chapter exercises are completed by the learner and submitted to the coach. Coaching sessions provide feedback on the exercises and answers to...
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Set Better Quotas!
Set Better Quotas!
Quota are used in most sales compensation plans, but few companies are satisfied with them. What is wrong? Bad quota setting habits abound. The main reason is that very little scientific expertise has been applied to the subject ... until...
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Value Word Equations
Value Word Equations
Learn how to convert unsubstantiated value claims or complex spreadsheets into credible and concise value word equations for your customers.
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