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Hone Your A&D Strategy
WELCOME and INTRODUCTION
Welcome to Honing Your A&D Strategy (1:48)
How to Leverage This Course for Maximum Benefit (2:53)
Industry Terminology Index [A&D101]
Bonus Interview: Where to Start Calling on Architects and Designers [A&D101]
THE RIGHT PEOPLE
Intro: Getting the Right People on the Bus (1:18)
For Sales Reps: Is A&D Sales for YOU? [A&D101] (2:27)
For Marketing or Strategy: Is an A&D Focus Right for Your BRAND? [A&D101] (2:52)
For Sales Leadership: How to Attract, Hire, and Retain the Right Reps (2:59)
THE RIGHT PLACES
Focusing on the Right Places for Maximum Impact (1:37)
Prep for Your Session (2:46)
Organizing and Categorizing Your Firms (5:11)
Evaluating Regional Targets (3:52)
Connecting the Dots (4:47)
THE RIGHT THINGS
Intro: Doing the Right Activities for Maximum Impact (0:39)
Understanding the Art of the A&D Sale [A&D101] (4:44)
Strategizing by Firm (4:47)
How to Focus Your Budget on the Right Events (3:18)
Right Things Continued: The Best Practices Videos
How to Make the Intro Call [A&D101] (3:28)
How to Have a Successful 1:1 Appointment Today (3:39)
How to Get Face-to-Face Time (4:36)
How to Ace the A&D Presentation in a Hybrid Era (4:14)
How to Ask for the Business (3:53)
How to Perfect Your Pitch (3:17)
CONCLUSION
Know When to Hold ’Em, Know When to Fold ’Em (3:07)
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Exam: Hone Your A&D Strategy
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