Disruptive Selling Certificate Program
Disruption is the new normal. COVID-19 has taught us, if nothing else, not to take anything for granted. The stakes are higher due to more unknowns and risks. Are your sales reps empowered to deal with disruption quickly and confidently? Considering the many changes in the world economy, because of the pandemic and other environmental challenges, organizations are engaging stakeholders by rethinking the diverse needs of customers given their access to unlimited technology including Fourth Industrial Revolution technologies such as artificial intelligence (AI), robotics, the Internet of Things (IoT), 3D printing, genetic engineering, quantum computing, and others.
To quote Alexander Graham Bell, “Before anything else, preparation is the key to success”. Whether you are aspiring to a leadership position, changing careers, or seeking a boost in your current role, this program teaches you how to develop a wholistic approach to disruptive selling by leveraging cooperation among sales, marketing, and customer centric professionals.
Tim Fargo, leadership coach and entrepreneur, stated “Leaders don't need a path. They make one.” Ready to embark on your individual learning journey? This Disruptive Selling Certificate Program will help you learn, unlearn, and relearn, and put you on a path to success by instilling a sense of purpose and passion as participants reflect on the changing needs of customer centric organizations and their internal and external stakeholders.
Who Should Attend
Key Take-Aways:
To quote Alexander Graham Bell, “Before anything else, preparation is the key to success”. Whether you are aspiring to a leadership position, changing careers, or seeking a boost in your current role, this program teaches you how to develop a wholistic approach to disruptive selling by leveraging cooperation among sales, marketing, and customer centric professionals.
Tim Fargo, leadership coach and entrepreneur, stated “Leaders don't need a path. They make one.” Ready to embark on your individual learning journey? This Disruptive Selling Certificate Program will help you learn, unlearn, and relearn, and put you on a path to success by instilling a sense of purpose and passion as participants reflect on the changing needs of customer centric organizations and their internal and external stakeholders.
Who Should Attend
- Sales, marketing, and customer centric professionals
- Public & privately held organizations, large small, all verticals with both inside and / or outside sales, customer support service centers, modern marketing teams
- Non-Profit Organizations
Key Take-Aways:
- Prepare sales professionals for future success amid shifting balance of power in customer-vendor relationship.
- Blend both practical and theoretical aspects of Disruptive Selling.
- Promote confidence and competence via skills and information.
- Develop a wholistic approach to selling by leveraging cooperation among sales, marketing, and customer centric professionals.
- Learn how to help customers challenge the status quo and defy expectations through challenge, transformation, and empathy.
- Network & build strong connections with colleagues and faculty (PLN: blogs, resources, etc.)
verview
Module1:
What is Disruptive Selling?
Disruptive mindset—create, engage, adapt; start with a clean slate; entangling sales, marketing, and customer service; creating a vision of an unanticipated outcome; disruptive sales culture; customer centric 24/7; solve a business problem first, then expand a scope.
Module 2:
Creating a Disruptive Business Model
Shatter the status quo; defy expectations; think big and bold and out of the ordinary; create an authentic customer experience;
look at business differently & uniquely; shifting balance of power in customer-vendor relationship—customer holds the power because it’s easy to leave you for a competitor; simple moves your competitors are not doing.
Module 3:
Role of Technology in Disruptive Selling
Empower the customer; internet; apps; 24/7 model; experimental tactics that challenge the status quo; costs less than traditional
Module 4:
Customer Enchantment
Buyer psychology; engage with digitally empowered customers; challenge the sale; challenge the customer; refine the customer
journey; technologies that enhance the customer experience: VR; AI; Chatbots; speech analysis.
Module 5:
Disruptive Team Approach to Selling—Entangling Sales, Marketing, and Customer Support
Refine your approach; maintain valuable aspects of the past; seek permission; establish credibility; earn trust; establish rapport;
conduct a needs analysis; be disruptive. Stakes are higher as there are more unknowns and risks; establishing yourself as an
engaged thought leader with added value.
Module 6:
Disruptive Marketing
Changing the perception not just about the company but about the industry as a whole; content is king, distribution is queen; sensitivity to feelings; analytics with creativity; disruptive marketing doesn’t always stick to the rules; with first mover advantage you can freely try out new things and new industries; engaging articles, quality blog writing, and even online video.
Use of brand casting provides potential customers with credible information and connects them with the organization’s brand; role
of modern marketing team-- Data Analyst, Writer/Editor/Content Marketer, Graphic Designer, Tech Expert, PR;
Module 7:
Disruptive Innovation Case Studies
An innovation that simplifies and makes more affordable products and services to undesirable or ignored markets; disruptive brands grow in leaps and bounds; they are vibrant, daring, and authentic; operate under the radar well before their competition can react, i.e., Zoom, Airbnb, Netflix, Sirius XM Radio; 1 st gen iPhone; Skype. Clayton Christensen first coined the phrase Disruptive Technology in his 1997 book—The Innovator’s Dilemma.
Session 8:
Using Data in Disruptive Sales Training
Challenge customers to think differently about how they do business requires you to be armed with data and analytics to support
your claim. Predictive analysis; big data; using AI to gather huge amounts of data, analyze, interpret, draw inferences, and make predictions.
Module1:
What is Disruptive Selling?
Disruptive mindset—create, engage, adapt; start with a clean slate; entangling sales, marketing, and customer service; creating a vision of an unanticipated outcome; disruptive sales culture; customer centric 24/7; solve a business problem first, then expand a scope.
Module 2:
Creating a Disruptive Business Model
Shatter the status quo; defy expectations; think big and bold and out of the ordinary; create an authentic customer experience;
look at business differently & uniquely; shifting balance of power in customer-vendor relationship—customer holds the power because it’s easy to leave you for a competitor; simple moves your competitors are not doing.
Module 3:
Role of Technology in Disruptive Selling
Empower the customer; internet; apps; 24/7 model; experimental tactics that challenge the status quo; costs less than traditional
Module 4:
Customer Enchantment
Buyer psychology; engage with digitally empowered customers; challenge the sale; challenge the customer; refine the customer
journey; technologies that enhance the customer experience: VR; AI; Chatbots; speech analysis.
Module 5:
Disruptive Team Approach to Selling—Entangling Sales, Marketing, and Customer Support
Refine your approach; maintain valuable aspects of the past; seek permission; establish credibility; earn trust; establish rapport;
conduct a needs analysis; be disruptive. Stakes are higher as there are more unknowns and risks; establishing yourself as an
engaged thought leader with added value.
Module 6:
Disruptive Marketing
Changing the perception not just about the company but about the industry as a whole; content is king, distribution is queen; sensitivity to feelings; analytics with creativity; disruptive marketing doesn’t always stick to the rules; with first mover advantage you can freely try out new things and new industries; engaging articles, quality blog writing, and even online video.
Use of brand casting provides potential customers with credible information and connects them with the organization’s brand; role
of modern marketing team-- Data Analyst, Writer/Editor/Content Marketer, Graphic Designer, Tech Expert, PR;
Module 7:
Disruptive Innovation Case Studies
An innovation that simplifies and makes more affordable products and services to undesirable or ignored markets; disruptive brands grow in leaps and bounds; they are vibrant, daring, and authentic; operate under the radar well before their competition can react, i.e., Zoom, Airbnb, Netflix, Sirius XM Radio; 1 st gen iPhone; Skype. Clayton Christensen first coined the phrase Disruptive Technology in his 1997 book—The Innovator’s Dilemma.
Session 8:
Using Data in Disruptive Sales Training
Challenge customers to think differently about how they do business requires you to be armed with data and analytics to support
your claim. Predictive analysis; big data; using AI to gather huge amounts of data, analyze, interpret, draw inferences, and make predictions.
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