Inhalt: Avant de devenir leader, vous devez apprendre à vous autodiriger. Dans cette formation, vous découvrirez comment gérer votre état d'esprit, vos comportements et vos relations professionnelles pour vous positionner comme un leader dans votre organisation et votre secteur. Lisa Earle McLeod et Elizabeth McLeod, auteures et expertes en leadership, vous aident à prendre les rênes de votre perfectionnement, que vous visiez un poste de management ou que vous soyez un contributeur individuel. Elles vous expliquent comment et quand vous autodiriger, comment surveiller vos objectifs, comment prendre le contrôle de votre développement et comment vous auto-évaluer. Découvrez également des astuces pour vous motiver, inspirer vos pairs et gérer votre responsable. Umfang: 00:53:47
Inhalt: There's a difference between managing a salesperson and coaching them, and failing to understand this difference can actually be counterproductive. In this course, sales coach and trainer Lisa Earle McLeod outlines the three elements of sales coaching-observation, customer impact analysis, and feedback-and explains what you need to do at each stage to achieve the results you want. To demonstrate these concepts, she highlights the difference between a coaching call, a demonstration call, and a joint call, and explains what circumstances necessitate each type. She outlines the distinct role a coach plays in developing skills, and shares how to decide who to coach and who not to coach, and how coaching might require losing a sale. Lisa also highlights critical coaching moments-such as difficult sales calls or after a loss or a big win-and role-plays some typical coaching situations to illustrate common hurdles and challenges. Umfang: 01:28:08.00
Inhalt: Get actionable sales tips, tactics, and advice in this audio-only course. Instructors Lisa Earle McLeod and Elizabeth Lotardo start by helping you tap into the power of purpose and establish your true north in sales. Then discover how to manage your mindset, from quota anxiety to bouncing back from rejection. Lisa and Elizabeth also offer tips for winning the deal, from researching customers and navigating discovery conversations to negotiating deals that stick. Finally, learn how to sustain your momentum in sales by handing off customers to a retention team and building a strong network that will propel you into the future. Umfang: 00:51:23
Inhalt: Bestselling author and sales coach Lisa Earle McLeod has helped companies like Google and Roche build passionate, purpose-driven sales organizations. In this course, sales professionals can learn how to negotiate with the best interests of their organization and their customers at heart, by uncovering their own noble purpose. Lisa reveals the surprising truth behind why compromise doesn't work; instead, she explains how to ask questions that reveal information about the buyer-and help you decide when you can negotiate and when you can't. She also identifies common negotiation traps and ways to negotiate that don't just close the sale today, but build longer-term relationships for tomorrow. Umfang: 00:58:35.00
Inhalt: B2B sales require you to determine what your customers need and offer them smart solutions. And there's a lot that happens between those two things-from exploratory conversations and generating internal enthusiasm to tracking down your economic buyer. In this course, join sales consultants Lisa Earle McLeod and Elizabeth McLeod as they step through how to navigate a large B2B sale. Discover how to leverage compelling industry issues and connect the dots between your solution and your client's customers. Plus, learn about the kinds of questions to ask B2B buyers, how to establish your value, how to navigate bureaucracy, and more. Umfang: 00:48:38.00
Inhalt: The financial industry can be a particularly challenging vertical to sell into. Factors such as rigorous reporting deadlines and shifting regulations provide obstacles that aren't easily navigated. In this course, Lisa Earle McLeod and Elizabeth McLeod equip you with practical tips and strategies for selling to financial buyers. Discover how to unpack an annual report and leverage that information in your sales process, as well as how to identify the key metrics that drive your buyer's decision making. In addition, learn how to prove your ROI and develop authentic relationships in an inherently untrusting industry. Umfang: 00:43:40.00
Inhalt: Healthcare is a complex industry that requires a strategic sales approach. In this course, learn how to increase your revenue and your impact when selling into the healthcare vertical. Instructors Lisa Earle McLeod and Elizabeth McLeod share how to grasp the key metrics of your buyer, so that you can connect your solution to the most pertinent numbers. They also cover how to identify and get to the key senior players in a healthcare organization, understand hot-button issues for providers and suppliers, and adapt to changing regulations and legislation while still communicating your value. Umfang: 00:35:35.00
Inhalt: Tech firms move fast and make decisions quickly. In this course, learn how to figure out who your tech buyer is and how to win their business in an ever-changing environment. Lisa Earle McLeod and Elizabeth McLeod guide you through the world of tech, spelling out tech jargon, key industry trends, and the tech funding process so that you can tailor your sales approach to your buyer. Learn how to unpack your potential client''s competitive landscape, connect yourself with pertinent financial metrics, and break through the clutter to get yourself noticed. Umfang: 00:41:49.00
Inhalt: Having a successful career in sales doesn't mean compromising your values. In fact, authentic salespeople often have the most success in sales. Learn how to bring authenticity, curiosity, and your true self to your sales role, with these lessons from Lisa Earle McLeod and Elizabeth (McLeod) Lotardo. Explore the purpose of sales, from multiple perspectives. Discover how to put the human touch back into customer interactions and use your authentic curiosity to spark great sales questions. And since life on commission isn't easy, Lisa and Elizabeth also offer some advice for managing your personal finances and reducing anxiety around quotas. Umfang: 00:41:00.00
Inhalt: It's only natural that uncertain economic conditions create anxiety for salespeople and buyers alike. But a shift in your focus can help you quiet the fear and show up for customers when they need you most. Join Lisa McLeod as she helps you navigate selling in uncertain times. Lisa and her team have coached hundreds of sales professionals through economic turbulence, product launch failures, and other difficulties. In this course, she provides an empathetic, customer-centric approach to sales that will help you connect with customers, solve their most urgent problems, and identify the most authentic version of yourself. Use these tips to rise to the challenge and turn uncertain times into an opportunity to succeed. Umfang: 00:35:53
Inhalt: Quel que soit le service dans lequel vous travaillez (produits, ventes, comptabilité, informatique ou marketing), il est essentiel que vous sachiez susciter un engagement émotionnel pour maximiser la réussite des initiatives et projets que vous menez. Dans cette formation, découvrez les conseils de deux coaches spécialistes du leadership, Lisa Earle McLeod et Elizabeth McLeod. Elles vous expliqueront comment identifier les situations qui nécessitent un engagement émotionnel ainsi que les personnes à cibler et ce qu'il faut dire. Elles vous apprendront à gérer les personnes chez qui vos initiatives ne suscitent pas d'enthousiasme et à neutraliser les personnes négatives. Enfin, elles vous expliqueront comment repartir rapidement en cas d'échec et comment maintenir l'enthousiasme à long terme. Umfang: 00:44:54
Inhalt: Transitioning from being a sales professional to managing other sales professionals involves developing a whole new set of competencies. You need to learn how to coach others, effectively communicate your expectations, and anticipate market changes so you can set up your salespeople for success. In this course, sales trainer and coach Lisa Earle McLeod explains why many salespeople find this transition difficult, and shows how to overcome the challenges that come with tackling this new role. She outlines the basics of sales management, focusing specifically on issues where new sales managers can get stuck, such as sales pipeline management, sales skills coaching, helping direct reports with their accounts, and attracting and retaining talent. Lisa provides guidance on how to hold effective sales meetings and work with other departments-such as marketing, accounting, and product-who are critical to your success. She also shares how to deal with failure and grapple with a challenging market. Umfang: 01:15:50.00
Inhalt: Purpose-driven individuals and purpose-driven organizations consistently outperform their transactional peers. Learn how to work and live better by connecting to your own higher purpose. In this audio-only course, Lisa Earle McLeod and Elizabeth Lotardo explain how to build a purpose-driven mindset and employ leadership skills to create a culture of purpose throughout your entire organization. They also discuss how to navigate purpose pitfalls-like challenging coworkers and bosses-and climb the corporate ladder with purpose in mind. Umfang: 00:50:57
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