Course Outline
Introduction to Advanced Sales Leadership
- Grasping the executive role in contemporary sales environments.
- Synchronizing sales tactics with broader organizational objectives.
- Cultivating a sales culture centered on the customer.
Strategies for Cross-Selling
- Recognizing complementary goods and services.
- Formulating value-driven cross-sell propositions.
- Reviewing case studies of effective cross-selling in leadership settings.
Upselling Methodologies
- Presenting premium and high-value solutions effectively.
- Illustrating ROI and value addition.
- Addressing and resolving concerns regarding upsell proposals.
Consultative Selling for Leaders
- Transitioning from transactional to relationship-driven selling.
- Applying robust questioning and active listening practices.
- Tailoring solutions to specific client requirements and challenges.
Detecting New Opportunities
- Identifying latent sales prospects during client engagements.
- Using data and analytics to pinpoint potential opportunities.
- Coaching teams to actively pursue new revenue streams.
Embedding Advanced Sales Practices in Leadership
- Mentoring teams on cross-sell, upsell, and consultative techniques.
- Tracking and evaluating sales performance metrics.
- Sustaining the long-term integration of advanced strategies.
Practical Applications and Case Studies
- Role-playing scenarios derived from actual client situations.
- Collaborative workshops for designing cross-sell and upsell plans.
- Exercises focused on mapping opportunities within specific industries.
Action Planning and Goal Definition
- Formulating a plan for enhancing sales strategies.
- Establishing measurable targets and KPIs.
- Securing ongoing success in sales leadership.
Recap and Forward Path
Requirements
- Professional experience in sales or business development.
- Foundational knowledge of sales workflows and customer relationship management.
- Holding or aspiring to a leadership position within a sales-oriented organization.
Target Audience
- Sales leaders looking to elevate their strategic selling capabilities.
- Team managers tasked with driving revenue expansion.
- Business development heads focused on enhancing opportunity conversion rates.
Testimonials (2)
Managing priorities, time management and productivity performance
Va Ros - Swiss Cooperation Office and Consular Agency in Laos
Course - Advanced Productivity Enhancement for Programme Professionals
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.
