Vado: Sales Courses

Vado has partnered with sales experts to create courses based on the experts’ books, instructor led workshops, and expertise. These toolkits provide the learner an opportunity to experience this great content without needing to attend classroom training.

With territories getting larger and travel budgets tighter, conducting virtual sales calls and product demos is becoming more important, yet many people are uncomfortable selling in this environment. However, due to these changing business circumstances, it is critical sales professionals learn how to use technology to achieve the same goals as their face-to-face sales calls. These courses will build the skills sales people need to conduct effective and successful online demos and sales calls.

The Remote Leadership Institute

Vado partnered with The Remote Leadership Institute to combine their intellectual property with Vado’s instructional design. The courses feature Wayne Turmel is a writer and broadcaster, whose work includes Meeting Like You Mean It: A Leader's Guide to Painless and Productive Virtual Meetings, 6 Weeks to a Great Webinar, and 10 Steps to Successful Virtual Presentations

• Introducing Online Sales Demos and Calls: Understand the key factors differentiating remote sales demos and calls
• Preparing for Online Sales Calls and Demos: Know how to prepare for your remote sales demos and calls
• Conducting Online Sales Calls and Demos: Know how to present your remote sales demos and calls

Welcome to Relationship Selling

Created by Jim Cathcart, author of 18 books, including multiple international bestsellers, the Relationship Selling principles teach others how to treat their customer relationships as assets, and to look at selling through the eight steps in the sales cycle.

8 Steps of the Sales Cycle

1. Preparation
2. Target the Right People
3. Connecting with People
4. Assessing Needs
5. Solving the Problem
6. Confirming the Sale
7. Assuring Satisfaction
8. Managing the Sale and Yourself

e-Learning Courseware

Based on the bestselling book Relationship Selling: The Eight Competencies of Top Sales Producers, this courseware will not only introduce you to the concepts and tools needed to help you build the eight competencies required to excel at each phase of the sales cycle, but will also help any salesperson believe in what he or she is doing, be genuine when interacting with customers, and to see oneself as a sales professional whose purpose is to make a difference by helping others succeed, while also earning a profit.

Those at the top understand that one must become and remain eligible for what they want. If you want the top people to seek you out, you must be the kind of person they would benefit from seeking out. If you want to be influential, you must continually learn in order to have more to offer. The Relationship Selling courseware will provide the tools and information you need to build and strengthen the eight competencies of sales leadership required to reach the top 1% in your field and achieve and surpass your sales goals.

1. Introduction to Relationship Selling: Learn about the eight competencies of top sales producers
2. Prepare to Sell: Build and sustain your sales readiness to achieve your goals
3. Target the Right Prospects: Learn how to identify who, how, and when to make contact with your prospects
4. Connect with the Person: Discover how to establish truthful communication with prospects
5. Assess the Needs: Build your skills to understand the needs and situation of future customers
6. Solve the Main Problem: Learn how to help others understand the value you offer
7. Confirm the Sale: Find out what’s required to ensure a commitment to a purchase has been made
8. Assure Satisfaction: Understand what’s required to ensure customers remain satisfied with their decision to buy
9. Manage Sales and Yourself: Discover how to lead, motivate and grow yourself and your future success

In any organization, sales matter. We all know this. It’s no big secret—sales keep the doors open and create company revenue. However, what really matters is not our ability to get by, but our ability to thrive—and the right sales engine allows any organization to do just that. This set of e-learning courses will help you know what’s required to create scalable revenue, a repeatable system, and gain piece of mind knowing that the system you’ve put in place will do its job and ultimately help triple your sales!

• Greatness does not come without great sales training and great sales processes Triple Qualified Leads
• Learn how sales team specialization and technology will 10X your lead gen efforts Close More Deals
• With better training, more leads, and more prospect touches, your team will close more deals Build a World Class Team
• Use this playbook to build your own Predictable Revenue generating team

1. How to Triple Your Sales: Find out what’s required to crush your growth goals and create predictable sales
2. Why Sales People Shouldn’t Prospect: Understand why sales people shouldn’t do their own prospecting
3. Sales Tools and Technology: Determine how you will use technology to support your sales initiatives

1. Seeds and Word of Mouth: Understand the value of word-of-mouth lead generation
2. Customer Success and Growth: Learn the key drivers required to make customer success core to your revenue growth
3. Lifetime Customer Value: Calculate the true customer value to your bottom line

1. A Framework for Inbound Lead Generation: Build your ability to implement the framework for growing great marketing leads
2. Common Marketing Failures: Learn what you should not do when conducting inbound marketing
3. The Most Important Growth Metric: Implement the most important growth metric within your sales team

1. Outbound Prospecting: The Business Case: Know why outbound prospecting is a must for any company wanting to increase sales
2. Building an Outbound Team: Learn how to hire, compensate and motivate your outbound team
3. Maintaining an Outbound Team: Discover what’s required to onboard, assign territories and measure performance of team members