Sales Foundations

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.

Topics include:

• Describe the overall phases of a sales process.
• Explain how to perform prospect research.
• List and define possible motivations, as well as enabling situations for change.
• Describe ways to establish credibility and obtain commitment.
• Explain the elements of post-sales activities.
• Describe the importance of process in sales activities.
• Itemize steps in the process for obtaining commitment.

About the Author

Jeff Bloomfield is a sales and leadership coach, and the author of Story-Based Selling. Jeff Bloomfield spent the better part of his corporate career at Genentech, in various leadership roles ranging from sales and marketing to leadership development. He is the founder of two consulting companies, Braintrust and Apex Training & Development, and speaks to audiences of all sizes on the topics of leadership, communication, story-based selling, and the powerful impact of neuroscience on sales and marketing. Jeff wrote the book Story-Based Selling, and has trained multiple Fortune 500 companies on story-based selling and coaching, acted as an executive coach to senior executives of Fortune 500 companies, consulted on strategy, sales and marketing, and leadership for companies ranging from ten to ten thousand employees.

Product Details

• Full Video Tutorials
• Video File Format: MP4
• Skill Level: Intermediate
• Video Duration: 55m 11s
• Instructor: Jeff Bloomfield