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Description
The better you understand the buying process, the better you are able to match your solution to their specific needs, and support the change process, the greater the value you will be offering to the prospect. Most B2B sales do not follow a linear process, instead the process operates in a loop with a buyer or multiple stakeholders having to be simultaneously engaged.
This online course was created for salespeople by salespeople to provide you with the essential sales skills, toolkit and techniques you need to overcome the daily challenges you face. It includes a variety of content types ensuring a diverse learning experience that will support your learning process.
A CPD Certified Online Course
This online course has reached the required Continuing Professional Development (CPD) standards and benchmarks, and the learning values have been scrutinised to ensure the integrity and quality by the CPD Certification Service.
Learning objectives
By the end of the course, learners will be able to:
- Discover what a buyer persona is;
- Determine how to connect the dots between marketing target audience profile, marketing persona, and buyer persona;
- Explore the 5 distinct types of buyers and how to engage them;
- Review how to engage with economic buyers and their gatekeepers;
- Identify how to create a buyer persona;
Entry requirements
There are no entry requirements
Course assessment and certification
The candidate must pass the final assessment, however if failed the course content can be revisited and the final assessment re-attempted. On successful completion of the final assessment a downloadable certificate is immediately available.
