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Sales Enablement

Sales Methodologies: From Opener to Outcome (04ASDRONMethod)


Description

Learn the frameworks behind every SDR call and how to apply them in your conversations. You’ll practice using it to guide discovery and identify the right next step.

Content
  • Opening the call: ACE
  • Running discovery: SPICED
  • Finding the "why now": Critical & Compelling Events
  • Qualifying & deciding the outcome
  • Handling objections: ACR
  • Using SPICED across learning and HR needs
  • Applying SPICED on use cases
  • Internal use case
  • Task: Part 1
  • Task: Part 2
  • Task: HR
  • Task: HR
  • External use case
  • Task: External
  • Selling courses
Completion rules
  • All units must be completed