Course Outline
Introduction to Advanced Sales Leadership
- Grasping the leader's role in contemporary sales
- Aligning sales strategies with organisational objectives
- Fostering a customer-centric sales culture
Cross-selling Strategies
- Identifying complementary products and services
- Developing value-driven cross-sell propositions
- Case studies highlighting successful cross-selling in leadership contexts
Upselling Techniques
- Positioning premium and higher-value solutions
- Demonstrating return on investment and value enhancement
- Addressing objections to upsell proposals
Consultative Selling for Leaders
- Transitioning from transactional to relationship-based selling
- Employing effective questioning and active listening techniques
- Tailoring solutions to specific client needs and challenges
Opportunity Detection
- Unearthing hidden sales opportunities during client interactions
- Leveraging data and analytics for opportunity identification
- Coaching teams to proactively pursue new revenue streams
Integrating Advanced Sales Practices into Leadership
- Mentoring teams on cross-sell, upsell, and consultative approaches
- Monitoring and evaluating sales performance
- Securing long-term adoption of advanced strategies
Practical Exercises and Case Studies
- Role-play scenarios grounded in real client challenges
- Collaborative workshops for designing cross-sell and upsell strategies
- Industry-specific opportunity mapping exercises
Action Planning and Goal Setting
- Formulating a sales strategy improvement plan
- Establishing measurable goals and KPIs
- Ensuring sustained success in sales leadership
Summary and Next Steps
Requirements
- Prior experience in sales or business development
- Fundamental understanding of sales processes and customer relationship management
- Current or aspiring leadership position within a sales-oriented organisation
Target Audience
- Sales leaders aiming to elevate their strategic selling proficiency
- Team managers tasked with driving revenue growth
- Business development leaders focused on enhancing opportunity conversion rates
Custom Corporate Training
Training solutions designed exclusively for businesses.
- Customised 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 £8000 + 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.
