Inhalt: O confiança está no alicerce de todas as vendas. Neste curso, o ex-líder sênior e fundador da Braintrust, Jeff Bloomfield, usa o mundo da neurociência para explicar a ciência da confiança e ajudar você a estabelecer sua própria confiança como vendedor. Ele mostra as partes do cérebro acionadas no processo de compra e oferece um modelo de envolvimento do cliente que apresenta soluções de maneira que os próprios clientes fechem a venda. ... todas as vezes. Adquira uma compreensão mais profunda do cérebro humano e uma nova maneira de se comunicar com seu cliente. Umfang: 00:58:14.00
Inhalt: There is more to keeping an eye on your competitors than just knowing their products and features. What is their messaging like? What value are they adding? What are their unique differentiators? In this course, Jeff Bloomfield helps you analyze your sales competition. It starts with understanding your buyer's point of view, and then being honest when making comparisons. Jeff shows how tools like LinkedIn and Google Alerts can help you stay up to date on your competition's personnel and product updates, and how you can take advantage of the webinars, presentations, and other resources presented by your competition. Last, while competitor information is critical, it's ultimately more important for you to remember the value that your company brings. Jeff closes by explaining how you can best sell your company's products and services: by not getting too distracted by the competition. Umfang: 00:33:43.00
Inhalt: All too often sales calls become an interrogation, leaving the prospects feeling defensive and unsure where the conversation is leading. In this course, sales coach Jeff Bloomfield provides an alternative that puts the focus back on customers and clients. Jeff helps you gain insight into your customer's business problems and objectives, and use those insights to guide your sales questions. By asking the right questions, you can create connection, drive credibility, create urgency, and confirm value clarity-validating the business impact of your solution. Plus, get advice on digging deeper and continuing the conversation-for more successful sales interactions and longer-lasting relationships. Umfang: 00:50:22.00
Inhalt: Muitas vezes, as visitas comerciais se transformam em um interrogatório, e os clientes em potencial se perguntam qual é o objetivo da conversa. Neste curso, Jeff Bloomfield, autor e coach de vendas de empresas da lista Fortune 500, oferece uma alternativa baseada no princípio de que as vendas eficazes começam com o foco nas questões mais importantes para os clientes. Jeff ajuda você a entender os problemas comerciais dos clientes e usar essas informações para orientar as perguntas de vendas. Ele explica como criar e fazer perguntas de sondagem eficazes, avaliar o impacto comercial da solução e ir além quando necessário. Ele também fornece conselhos sobre como manter o tom de voz apropriado durante toda a conversa, para uma interação de vendas mais satisfatória e um relacionamento duradouro com o cliente. Umfang: 00:27:05.00
Inhalt: A prospecção em vendas é em grande medida um jogo mental. Você pode dizer as coisas certas, mas se sua atitude não corresponder às palavras ou se o processo de prospecção for inconsistente, seu êxito estará em risco. Neste curso, o escritor e coach de vendas da Fortune 500, Jeff Bloomfield, ajudará você a desenvolver a mentalidade certa para prospecção: mostrando como eliminar distrações e se concentrar em seus clientes potenciais e seus objetivos/preocupações, e como seu serviço ou produto pode ajudá-los de um modo exclusivo. Ele também dá dicas sobre como criar uma programação para ser bem-sucedido e se recompensar para permanecer motivado. Umfang: 00:33:57.00
Inhalt: Muchas veces, una llamada de ventas se convierte en un interrogatorio y el cliente potencial se pregunta a dónde lleva la conversación. En este curso, Jeff Bloomfield, escritor y asesor de ventas de empresas de la Fortune 500, nos proporciona una alternativa basada en el principio de que las ventas satisfactorias parten de que te centres en lo que más le importa a tu cliente. Jeff te ayuda a adquirir conocimiento sobre el problema de tu cliente y a que, basándote en él, formules las preguntas apropiadas. Con este curso, aprenderás a hacer preguntas de profundización, valorar el impacto empresarial de tu solución e ir más allá cuando sea necesario. Jeff también te aconseja mantener el tono adecuado durante toda la conversación, y así tener una interacción de ventas más satisfactoria y una relación duradera con el cliente. Umfang: 00:27:47.00
Inhalt: Cross-team collaboration is vital to achieve revenue growth and profitability. With the many roles involved in the sales process today-marketing, HR, product, engineering, and more-understanding the individual responsibilities as well as the team objectives is critical to your cross-functional sales success. Join sales coach Jeff Bloomfield as he explains how to develop, launch, and track a high-performing cross-functional sales team. Learn about the benefits the team can bring to your organization and the members that should be involved, and explore a series of cross-functional sales strategies that are ready to adopt. Jeff also provides tips for getting communication right and defining metrics that will help you track the success of your new team. Umfang: 00:49:38.00
Inhalt: Cross-selling is the practice of selling an additional product or service to an existing customer. It can generate a significant opportunity, as the relationship already exists, but ensuring the additional product or service sold to your clients enhances their value is critical. This course helps you understand cross-selling and its benefits and develop and execute a cross-selling strategy that works for your business. Sales and leadership coach Jeff Bloomfield also explains how to align sales and marketing to achieve improved sales, consistent messaging, and data-driven insights. Umfang: 01:00:55.00
Inhalt: Vertrauen ist die Grundlage allen Verkaufens. In diesem Training taucht der frühere Genentech-Chef und Braintrust-Gründer Jeff Bloomfield in die Welt der Neurowissenschaft ein, um die Wissenschaft des Vertrauens zu erklären und Ihnen zu helfen, Ihre Vertrauenswürdigkeit als Verkäufer zu etablieren. Er zeigt die Teile des Gehirns, die beim Prozess des Kaufens aktiviert werden, und stellt ein Modell zur Kundenbindung vor, mit dessen Hilfe Kunden selbst einen Verkaufsabschluss anstreben - jedes Mal. Gewinnen Sie ein tieferes Verständnis für das menschliche Gehirn und eine neue Art der Kommunikation mit Ihrem Kunden. (Übersetzung des Kurses aus dem Englischen: Claudia Koch) Umfang: 01:00:12.00
Inhalt: ¿Qué hace que alguien sea eficaz en las ventas? El deseo genuino de ayudar a otros a solucionar problemas. En este curso Jeff Bloomfield, el exlíder de Genentech y fundador de Braintrust, explica por qué y cómo los mejores vendedores aprenden a ver a través de los ojos de sus clientes. Te mostrará estrategias para ayudarte a conectar con tus clientes y entender sus necesidades y, de este modo, posicionar tu producto o servicio como la solución a su problema. También te ofrecerá una guía paso a paso para la creación de tu propio proceso de ventas o la identificación de lagunas en el proceso ya existente. Umfang: 01:00:26.00
Inhalt: O que torna alguém eficaz em vendas? Um desejo verdadeiro de ajudar os outros a resolver problemas. Neste curso, o ex-líder sênior da Genentech e fundador da Braintrust, Jeff Bloomfield, explica por que e como os melhores vendedores aprendem a enxergar pela perspectiva dos seus clientes. Ele descreve estratégias para ajudar você a se relacionar e a entender as necessidades dos seus clientes, além de posicionar seu produto ou serviço como a solução para o problema deles. Ele também oferece um guia específico passo a passo para criar seu próprio processo de vendas, ou identificar falhas no seu atual. Umfang: 00:58:51.00
Inhalt: Gestionar a los clientes potenciales es un juego mental. Aunque digas las frases correctas, si tu actitud no encaja con ellas, o si tu proceso de gestión no es coherente, no tendrás éxito. En este curso, Jeff Bloomfield, autor y asesor de ventas de la lista Fortune 500, te ayuda a desarrollar la actitud apropiada para gestionar tus ventas: te enseña a olvidarte de las distracciones para concentrarte en tus clientes potenciales y sus objetivos o preocupaciones, y cómo tu servicio o producto puede ayudarlos de una manera concreta. También te explica cómo planificar un cronograma para tener éxito y que te debes recompensar al captar clientes, para que nunca te falte la motivación. Umfang: 00:33:21.00
Inhalt: La confianza está en la base de todas las ventas. En este curso, Jeff Bloomfield se acerca al mundo de la neurociencia para explicar la base científica de la confianza y ayudarte así a determinar tu propia credibilidad como vendedor. Te revelará partes del cerebro que se activan durante el proceso de compra y te proporcionará un modelo de compromiso del cliente que presenta las soluciones de tal manera que los mismos clientes serán los que cierren la venta una y otra vez. Adquiere un conocimiento más profundo del cerebro humano y descubre una nueva forma de comunicarte con tus clientes. Umfang: 00:59:47.00
Inhalt: Toute vente est une question de confiance. Dans cette formation, Jeff Bloomfield, ex-responsable senior chez Genentech et fondateur de Braintrust, puise dans les neurosciences pour expliquer les ressorts de la confiance et vous aider à déterminer votre degré de fiabilité en tant que commercial. Il vous révèle les zones du cerveau activées par le processus d'achat et fournit un modèle qui favorise l'engagement du client en lui présentant vos solutions, de telle sorte qu'il conclue l'affaire de sa propre initiative à chaque fois. Apprenez à mieux connaître le cerveau humain et découvrez une nouvelle façon de communiquer avec le client. Umfang: 00:58:29.00
Inhalt: Sur quoi repose l'efficacité commerciale ? Sur un véritable désir d'aider à résoudre des problèmes. Dans cette formation, Jeff Bloomfield, ex-responsable senior chez Genentech et fondateur de Braintrust, explique pourquoi et comment les meilleurs commerciaux apprennent à se mettre à la place de leurs clients. Il propose des stratégies permettant de reconnaître et comprendre les besoins de vos clients, ainsi que de présenter votre produit ou service comme la solution à leurs problèmes. Jeff Bloomfield vous explique également comment identifier les failles de votre processus commercial ou en créer un nouveau. Umfang: 01:00:53.00
Inhalt: Deliver more successful sales presentations. In this course, sales and marketing expert Jeff Bloomfield shows you how to deliver your value proposition in the right way and bring presentations to life. Learn how to make a connection with the listeners so that they are more receptive to what you have to say and discover how to conduct yourself in a more confident and professional manner. Jeff highlights key mannerisms that affect your delivery, such as eye contact, body language, and intonation, as well as your overall appearance. Umfang: 00:32:11.00
Inhalt: Having a sales process is critical to a salesperson's success. But a process isn't enough if you don't follow it on each and every sales call. Turning your sales process into a habit that feels natural is the key. CEO and author Jeff Bloomfield helps you create a sales process that is easy to follow, keeps you on track, and helps consistently close sales. He also helps you identify what processes lie within your overall sales process already. What is your process for prospecting? For client education? For implementation and follow-up? Learn how to create your own winning formula to turn prospects into customers-one step at a time. Umfang: 00:30:31.00
Inhalt: Having a sales process is critical to a salesperson's success. But a process isn't enough if you don't follow it on each and every call. Turning your sales process into a habit that feels natural is the key. In this course, CEO and author Jeff Bloomfield helps you create a sales process that is easy to follow, keeps you on track, and helps consistently close sales. He teaches you the difference between a sales process and sales methodology and shows how to close the gap between philosophy and strategy. He then helps you define and map your sales process-from understanding your buyer to reporting results-and set the expectations for the actual conversation: what you should know, do, say, and show. Follow along and learn how to create your own winning formula to turn prospects into customers-one step at a time. Umfang: 00:37:09
Inhalt: Territory management helps salespeople ensure they are spending their time wisely: doing the right activities with the best customers. But as time goes on, even the most exciting territories can seem small or stale. This course focuses on how to get the most out of your territory to achieve maximum prospecting results and maintain proper coverage. Jeff Bloomfield helps you organize your territory by company size or geography, identify the right areas to prospect, and grow your territory via networking. Last, he addresses the importance of ongoing records management: keeping an updated record of who has moved into your territory, who has left, and more. These sales tips will help you keep a positive attitude, stay organized, and breathe new life into well-trod territories. Note: This course was designed for regional territories, but sales reps with national or even international territories will still find tips applicable to their work. Umfang: 00:31:45.00
Inhalt: Bien trop souvent, les appels à but commercial se transforment en interrogatoires, qui ennuient ou mettent le prospect mal à l'aise. Dans cette formation, Jeff Bloomfield, auteur et coach commercial auprès d'entreprises du classement Fortune 500, vous offre une alternative. Il se base sur le principe que les ventes performantes débutent par un positionnement axé sur les problématiques, important le plus aux yeux de vos clients. Jeff Bloomfield vous aide à mieux comprendre les problèmes métier de vos clients et à utiliser ces connaissances pour orienter vos questions commerciales. Il vous explique comment élaborer et poser des questions efficaces et approfondies, valider l'impact métier de votre solution et creuser davantage si nécessaire. Il vous conseille également sur l'adoption d'un ton approprié tout au long de la conversation, pour une interaction commerciale plus productive et la mise en place d'une relation durable avec le client. Umfang: 00:27:29.00
Inhalt: Améliorez vos présentations commerciales. Dans cette formation, Jeff Bloomfield, expert en vente et marketing, vous apprend à présenter une proposition de valeur de façon adéquate et vivante. Découvrez comment tisser un lien avec vos interlocuteurs afin de les rendre plus réceptifs à votre message et comment vous comporter avec plus d'assurance et de professionnalisme. Jeff Bloomfield décrit ici les éléments qui influent sur toute présentation : contacts visuels, langage corporel, intonation et apparence générale. Umfang: 00:34:28.00
Inhalt: Trust lies at the foundation of all sales. It's an unmentioned soft skill-a human skill-that can make every sales rep better at the job. In this course, CEO and author Jeff Bloomfield taps the world of neuroscience to explain the science of trust and help you maximize your own trustworthiness as a salesperson. He reveals the two types of trust that matter and breaks down the myth of "rapport." He explains the chemicals and pathways of the brain that are triggered in the buying process and provides a customer-engagement model to accelerate trust and lower inhibitions. He also explains how to communicate solutions in such a way that customers will close the sale themselves. Watch this course to gain a deeper appreciation of the human brain and a new foundation on which to build your customer relationships. Umfang: 00:53:59
Inhalt: What makes someone effective at sales? A genuine desire to help others solve problems. In this course, former Genentech senior leader and Braintrust founder Jeff Bloomfield explains why and how the best salespeople learn how to see through the eyes of their customers. He outlines strategies to help you connect with and understand your customers' needs, and position your product or service as the solution to their problem. He also provides a step-by-step how-to guide to creating your own sales process or identifying gaps in your existing one. Umfang: 00:55:11.00
Inhalt: Sales prospecting is largely a mental game. You can say all the right things, but if your attitude doesn't match your words or if your prospecting process is inconsistent, your success will be in jeopardy. In this course, author and Fortune 500 sales coach Jeff Bloomfield helps you cultivate the right mindset for prospecting: showing how to shut off distractions so you can focus on your prospects and their objectives/concerns and how your service or product can help them in a unique way. He also provides insight on setting up your schedule for success and rewarding yourself to stay motivated. Umfang: 00:34:19.00
Inhalt: In the online business to consumer (B2C) business model, companies sell their products and services directly to their customers on the internet. In a landscape where consumers increasingly prefer the simplicity of online purchasing, many companies are evolving to sell directly to customers online. In this course, learn about the opportunities and challenges of B2C, and how you can effectively adopt this business model in your own organization. Jeff Bloomfield explains how to target your real customers using detailed buyer personas, as well as how to create high-quality website content. He also dives into social media marketing and pay-per-click (PPC) campaigns, along with other tools to help you find your customers and make it easier for them to find you. Umfang: 01:21:07.00
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