SPIN Selling

Learn about edge locations, including understanding edge locations benefits, types of edge locations, & implementing edge locations.

Learn about quarterly business review, including preparing for a successful quarterly business review, & key components of an effective QBR.

Learn about customer relationship marketing, including benefits of effective customer relationship marketing, strategies for building strong customer relationships.

Learn about messaging strategy, including developing an effective messaging strategy, & key components of messaging strategy.

Learn about marketing funnel, including stages of the marketing funnel, building a successful marketing funnel, & marketing funnel vs. sales funnel.

Learn about loss aversion, including understanding loss aversion in sales, mitigating loss aversion effects, & loss aversion vs. risk seeking.

Learn about touchpoints, including maximizing touchpoint efficacy, types of sales touchpoints, & optimizing customer journey through touchpoints.

Learn about cost per impression, including calculating cost per impression, cost per impression vs cost per click, & improving your cost.

Learn about economic order quantity, including calculating economic order quantity, & benefits of optimizing order quantity.

Learn about CRM enrichment, including benefits of CRM enrichment, key strategies for CRM enrichment, & CRM enrichment vs. data cleaning.

Learn about predictive lead generation, including benefits of predictive lead generation, & key components of effective strategies.

Learn about user interaction, including enhancing user interaction strategies, principles of effective user engagement, & user interaction vs. user experience.

Learn about sales pipeline management, including key elements of sales pipeline management, & steps to optimize pipeline efficiency.

Learn about accessibility testing, including how to conduct accessibility testing, & benefits of accessibility testing.

Learn about fault tolerance, including understanding fault tolerance, importance of fault tolerance, key components, & implementation strategies.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Learn about demand capture, including strategies for effective demand capture, key principles of demand capture, & demand capture vs. demand generation.

Learn about search engine results page, including understanding SERP components, key factors influencing SERP rankings, & SERP and SEO best practices.

Learn about RESTful API, including benefits of RESTful APIs, comparing RESTful APIs and SOAP, & key features of RESTful APIs.

Learn about analytics platforms, including understanding the role, benefits to sales teams, key features to look for, & choosing the right solution.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Learn about signaling, including key principles of effective signaling, understanding signaling in sales contexts, strategies for improving your signaling t.

Learn about forecasting, including forecasting methods overview, principles of accurate forecasting, & comparing forecasting techniques.

Learn about retargeting marketing, including the foundations of a successful retargeting campaign, & strategies for effective retargeting.

Learn about buying process, including key stages in the buying process, understanding consumer decision-making, & optimizing your sales for the buying process.

Learn about awareness buying stage, including definition, importance, key strategies, best practices & how it fits into the sales funnel.

Learn about digital advertising, including types of digital advertising platforms, & key strategies for effective digital advertising.

Learn about competitive analysis, including steps for conducting competitive analysis, & key components of competitive analysis.

Learn about employee advocacy, including benefits of employee advocacy, & building a successful employee advocacy program.

Learn about purchase buying stage, including understanding the buyer's journey, & key strategies to influence purchase decision.

Learn about video hosting, including benefits of video hosting, choosing the right video hosting platform, & video hosting vs. traditional web hosting.

Learn about stakeholder, including identifying stakeholders, roles & responsibilities of stakeholders, & stakeholder engagement strategies.

Learn about Marketo, including how Marketo works, benefits of using Marketo, key features of Marketo, & Marketo best practices.

Learn about headless CMS, including benefits of using a headless CMS, how a headless CMS works, & headless CMS vs. traditional CMS.

Learn about CSS, including understanding CSS benefits , how CSS improves user experience , & essential components of CSS .

Learn about dark social, including the challenges of tracking dark social, strategies for leveraging dark social, & dark social vs. public social channels.

Learn about sales operations analytics, including key components of sales operations analytics, & implementing sales operations analytics effectively.

Learn about electronic signatures, including benefits of electronic signatures, & how to implement electronic signatures.

Learn about mid-market, including identifying mid-market opportunities, characteristics of mid-market companies, mid-market vs. enterprise: understanding the differences.

Learn about trade shows, including maximizing your trade show impact, & trade show vs. virtual expos: understanding the difference.

Learn about champion/challenger test, including benefits of champion/challenger tests, & implementing champion/challenger in sales strategy.

Learn about escalations, including understanding escalation triggers, key strategies for managing escalations, & escalations vs. standard operations.

Learn about smarketing, including the pillars of smarketing success, implementing smarketing in your organization, smarketing vs traditional sales and mark.

Learn about data-driven lead generation, including benefits of data-driven lead generation, & key metrics for measuring success.

Learn about target account list, including building your target account list, key benefits of a target account list, & strategies for prioritizing accounts.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

Learn about cold calling, including crafting effective cold calling scripts, the art of the follow-up call, cold calling vs. warm calling: u.

Learn about service level agreement, including crafting an effective service level agreement, & key components of a service level agreement.

Learn about SEM, including how it works, benefits, strategies, measuring success, and tips to maximize your search engine marketing efforts.

Learn about amortization, including understanding amortization basics, types of amortization methods, & amortization schedule explained.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Learn about buying committee, including identifying key members of a buying committee, & strategies for engaging a buying committee.

Learn about data cleansing, including data cleansing benefits, steps for effective data cleansing, & data cleansing vs. data enrichment.

Learn about marketing operations, including key elements of marketing operations, & the role of technology in marketing operations.

Learn about outside sales, including strategies for successful outside sales, benefits of employing outside sales, & comparing inside and outside sales.

Learn about qualified lead, including identifying qualified leads, criteria for lead qualification, & qualified vs. unqualified leads.

Learn about funnel optimization, including the stages of funnel optimization, key strategies for funnel improvement, funnel optimization vs. conversion optimization.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

Learn about demand forecasting, including benefits of demand forecasting, implementing effective forecasting strategies, & common pitfalls to avoid.

Learn about buying cycle, including stages of the buying cycle, key influences on buying decisions, & enhancing the customer's buying journey.

Learn about AppExchange, including how AppExchange benefits businesses, navigating the AppExchange marketplace, & popular apps on AppExchange.

Learn about sales partnerships, including building effective sales partnerships, types of sales partnership models, benefits of cultivating sales partnership.

Learn about buyer journey, including stages of the buyer journey, key factors influencing the buyer journey, & buyer journey vs. sales funnel.

Learn about sales manager, including qualities of an effective sales manager, skills every sales manager needs, sales manager vs. sales representative.

Learn about net new business, including strategies for growing net new business, & key metrics for tracking net new business.

Learn about sales velocity, including calculating sales velocity, key drivers of sales velocity, boosting your sales velocity, and sales velocity vs. sales v.

Learn about sales performance metrics, including key components of sales performance metrics, & essential sales metrics to track.

Learn about webhooks, including intro to webhooks benefits, setting up webhooks successfully, common webhooks use cases, & webhooks best practices.

Learn about multi-channel marketing, including benefits of multi-channel marketing, & strategies for successful implementation.

Learn about LPI, including understanding LPI in sales context, implementing LPI strategies effectively, & comparing LPI with traditional sales metrics.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Learn about data warehousing, including benefits of data warehousing, building an effective data warehouse, & data warehousing best practices.

Learn about C-level or C-suite, including key responsibilities of C-suite executives, differentiating C-level positions, strategies for reaching C-level s.

Learn about revenue forecasting, including key elements of revenue forecasting, & steps to accurate revenue forecasting.

Learn about challenger sales, including implementing the challenger sales model, key principles of challenger sales, & challenger sales vs. solution selling.

Learn about video prospecting, including benefits of video prospecting, crafting compelling video messages, & comparing video prospecting and email outreach.

Learn about content delivery network, including how CDN works, benefits of using CDN, CDN vs traditional hosting, & CDN implementation tips.

Learn about sales operations, including key responsibilities in sales operations, & building an effective sales operations strategy.

Learn about process builder, including how process builder works, benefits of using process builder, & best practices for process builder.

Learn about demand, including key factors influencing demand, elasticity of demand, types of demand, & demand forecasting methods.

Learn about loyalty programs, including why loyalty programs matter, creating an effective loyalty program, & types of loyalty programs.

Learn about Kubernetes, including importance of Kubernetes, core features of Kubernetes, setting up Kubernetes, & benefits of using Kubernetes.

Learn about workflow automation, including benefits of workflow automation, implementing workflow automation, & common workflow automation tools.

Learn about application performance management, including benefits of application performance management, & challenges in implementing APM.

Learn about lead scrape, including benefits of lead scraping, tools and techniques for effective lead scraping, navigating legal considerations in lead scraping.

Learn about Hadoop, including understanding Hadoop components, core functions of Hadoop, applications of Hadoop in sales, & Hadoop best practices.

Learn about marketing automation, including benefits of marketing automation, & key features of effective marketing automation.

Learn about target account selling, including implementing target account selling strategies, & key benefits of target account selling.

Learn about sales methodology, including developing an effective sales methodology, & key components of sales methodologies.

Learn about marketing attribution model, including types of marketing attribution models, & key benefits of attribution modeling.

Learn about opportunity management, including key strategies in opportunity management, & the role of technology in managing opportunities.

Learn about discount strategies, including understanding discount types, creating effective discount strategies, & benefits of using discounts.

Learn about call analytics, including how call analytics works, benefits of call analytics, & integrating call analytics.

Learn about sales intelligence platform, including benefits of using a sales intelligence platform, & key features of an effective sales intelligence platform.

Learn about remote sales, including challenges of remote sales, strategies for effective remote sales, & remote sales vs. traditional sales.

Learn about follow-up, including strategies for effective follow-up, crafting compelling follow-up messages, & differences between first contact and follow-up.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

Learn about decision buying stage, including identifying the decision-making criteria, & key strategies for influencing the decision stage.

Learn about day sales outstanding, including calculating your DSO, strategies for reducing DSO, impact of DSO on cash flow, & DSO vs. cash conversion cycle.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.