Sales Methodologies Applicable to Enterprise Sales (Challenger, MEDDIC, SPIN Selling) is an intermediate-level course designed for B2B sales professionals, account executives, and sales leaders who operate in complex, high-stakes enterprise selling environments. In today’s market, transactional selling is no longer enough—winning enterprise deals requires a structured, consultative approach that aligns with how large organizations evaluate and purchase solutions.
Sales Methodologies Applicable to Enterprise Sales
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该课程共有3个模块
This lesson introduces learners to the importance of structured sales methodologies in enterprise contexts. Learners will explore the Challenger, MEDDIC, and SPIN frameworks at a high level, understand how buyer psychology drives complex B2B deals, and discover why adopting a methodology creates consistency and predictability in sales outcomes.
涵盖的内容
3个视频2篇阅读材料1个作业
This lesson explores how effective opportunity qualification ensures that sales teams focus on the right deals. Learners will examine the MEDDIC framework in detail, breaking down each element (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion) and learning how it helps identify true opportunities and avoid wasted effort.
涵盖的内容
2个视频1篇阅读材料1个作业
This lesson focuses on putting consultative techniques into practice. Learners will explore Challenger and SPIN methods for influencing decision-makers, discover how to frame customer challenges, and practice applying these techniques to move enterprise deals forward.
涵盖的内容
3个视频1篇阅读材料3个作业
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