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.

Learning objectives
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.