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Know Your Customer introduces foundational concepts including the buyer’s journey, decision making, buying decision teams, and identifying stakeholders. Participants understand customer ambitions, strategies, and internal operations. Customer metrics are also explored.

In Advanced Solution Selling participants learn to identify and select the optimum selling motion based on the sale complexity. Students explore highly complex sales using a combination of case studies, live role plays, and reference materials. The Challenger Sale is used as the basis for the course.