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Competitive Selling

Proactive calling in a reactive world

Course details

Proactive selling in a reactive world


Want to gain the edge you need to be successful in the highly competitive world of professional sales? This course doesn’t just give you theories … it gives you tried and true techniques to be a proactive caller while building relationships with your prospects and getting more calls back. Learn how to design a pipeline so you can focus your time on the right accounts, and plan a multi-touch process that shortens the sales cycle.

Authors and teachers Stacia Skinner and Marisa Pensa will introduce you to the most important concepts of their Competitive Selling program. By the end of this course, you will know how fighting for a Next Set Time helps you build the relationship towards mutual trust and respect—and more business.


Topics covered include:

  • Starting high in an organization
  • Designing a calling roadmap that keeps you focused on the objective of the call
  • Leaving intriguing voicemails that get you a call back
  • Gaining a critical “Next Set Time”
  • Implementing a weekly system that helps you narrow in on five active opportunities and track Key Performance Indicators


High-quality HD content in the “Uniquely Engaging”TM Bigger Brains Teacher-Learner style!

Course Contents:

# Lesson Length
1 Introduction 2:08
2 The Ratio Game 5:15
3 Consultative vs. Competitive Selling 6:03
4 Why Should You Prospect? 5:22
5 Smokin’ Too Much Hopium 7:51
6 Fighting for an NST 7:29
7 Four Levels of a Sales Relationship 6:35
8 Starting High 6:59
9 Building Your Calling Roadmap 9:00
10 Here Come the No’s!, Part 1 7:51
11 Here Come the No’s!, Part 2 8:17
12 Getting in Touch 8:57
13 Alternative Approaches 8:29
14 Measuring Success 9:03
15 Staying on T.R.A.C.K. 10:37

Course details

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