Course Outline
Introduction to Advanced Sales Leadership
- Comprehending the leader's pivotal role in contemporary sales.
- Aligning sales tactics with broader organizational objectives.
- Cultivating a customer-centric sales culture.
Strategies for Cross-Selling
- Recognizing complementary products and services.
- Formulating value-driven cross-sell propositions.
- Examining case studies of successful cross-selling from a leadership perspective.
Upselling Techniques
- Presenting premium and higher-value solutions effectively.
- Illustrating Return on Investment (ROI) and value addition.
- Addressing and overcoming objections related to upsell proposals.
Consultative Selling for Leaders
- Transitioning from transactional interactions to relationship-building selling.
- Mastering effective questioning and active listening skills.
- Tailoring solutions to address specific client needs and challenges.
Identifying Opportunities
- Detecting latent sales opportunities during client interactions.
- Utilizing data and analytics to pinpoint potential opportunities.
- Encouraging teams to proactively seek new revenue streams.
Embedding Advanced Sales Practices in Leadership
- Coaching teams on cross-sell, upsell, and consultative methodologies.
- Tracking and evaluating sales performance metrics.
- Securing the sustained adoption of advanced strategies.
Practical Exercises and Case Studies
- Role-play scenarios derived from real-world client challenges.
- Collaborative workshops focused on designing cross-sell and upsell strategies.
- Opportunity mapping exercises specific to the industry.
Action Planning and Objective Setting
- Formulating a sales strategy improvement plan.
- Establishing measurable goals and Key Performance Indicators (KPIs).
- Sustaining long-term success in sales leadership.
Conclusion and Future Steps
Requirements
- Prior experience in sales or business development roles.
- A foundational grasp of sales workflows and Customer Relationship Management (CRM) principles.
- An current or aspirational leadership position within a sales-oriented organization.
Target Audience
- Sales leaders looking to elevate their strategic selling proficiency.
- Team managers tasked with driving revenue expansion.
- Business development heads focused on enhancing opportunity conversion rates.
Custom Corporate Training
Training solutions designed exclusively for businesses.
- Customized Content: We adapt the syllabus and practical exercises to the real goals and needs of your project.
- Flexible Schedule: Dates and times adapted to your team's agenda.
- Format: Online (live), In-company (at your offices), or Hybrid.
Price per private group, online live training, starting from 6500 € + VAT*
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Testimonials (1)
Found the entire two days of training very informative and educational, but the content covered on Day 2 (Social Media & Mobile Marketing, Analytics, as well as Strategy & Planning) was the most valuable to me as it relates directly to my current line of work.
