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Sales Development Training
101: Orientation
Company History/Overview + Meet the Management Team (12:11)
102: Sales Development Tools and Resources
Using ZoomInfo
Creating Cadences and Using Salesloft
Using Your Marketing Resources to Build Cadences (4:12)
Using LinkedIn Sales Navigator
Introduction to CRM Terminology and Key Concepts (7:54)
Working Leads and Dormant Accounts in CRM (10:24)
What to Do When You Set a Meeting (9:55)
Sending Your Weekly SDR Recap (3:21)
201: Level 1 Sales Training
Introduction to IT Terminology and Industry Verbiage
The CentricsIT Mission and Vision (90:17)
202: Level 2 Sales Training
Consultative vs. Transactional Selling: CentricsIT (55:18)
Introduction to Project-Based and On-Demand Engineering Services (71:30)
203: Level 3 Sales Training
Core Offerings and Synergies
Cross-Selling Between all CHC Companies
Identifying Opportunities with Other Resellers
204: Objection Handling
Objection Handling: General
Objection Handling: ITAD
Objection Handling: Field Engineering Services
Objection Handling: Third-Party Maintenance
301: Preparing to Become an Account Executive
Understanding NAV
Working an Opportunity in CRM (64:45)
Opportunity Processes
Understanding Account Executive Compensation + How to Split Commissions
How to Structure Your Schedule
Hosting a Customer Onsite
Visiting a Prospect or Customer and Planning Business Travel
Principles of Account Management
Understanding Your Marketing Resources
How to Work Leads in CRM
302: Refining Your Pitch
Corporate Presentation
Elevator Pitches
Delivering the Operational Presentation
401: Becoming an Account Executive
Understanding Your New Compensation Plan
What to Expect When You Move Out of the Jungle
Understanding Account Executive Compensation + How to Split Commissions
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