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Duration 35 hours
Course Outline
Introduction to Advanced Sales Leadership
- Grasping the leader’s pivotal role in contemporary sales environments.
- Aligning sales strategies with broader organizational objectives.
- Cultivating a customer-centric sales culture within the organization.
Cross-Selling Strategies
- Recognizing complementary products and services.
- Developing value-driven cross-sell propositions.
- Analyzing case studies of effective cross-selling in leadership settings.
Upselling Techniques
- Positioning premium and high-value solutions effectively.
- Illustrating ROI and value enhancement to stakeholders.
- Addressing and resolving objections to upsell proposals.
Consultative Selling for Leaders
- Transitioning from transactional interactions to relationship-based selling.
- Employing effective questioning and active listening methods.
- Tailoring solutions to address specific client needs and challenges.
Opportunity Detection
- Identifying latent sales opportunities during client interactions.
- Utilizing data and analytics for precise opportunity identification.
- Coaching teams to actively pursue new revenue streams.
Integrating Advanced Sales Practices into Leadership
- Mentoring teams on cross-sell, upsell, and consultative methodologies.
- Tracking and evaluating sales performance metrics.
- Ensuring the sustained adoption of advanced sales strategies.
Practical Exercises and Case Studies
- Role-play scenarios derived from authentic client challenges.
- Collaborative workshops focused on designing cross-sell and upsell strategies.
- Industry-specific exercises for mapping sales opportunities.
Action Planning and Goal Setting
- Formulating a comprehensive sales strategy improvement plan.
- Establishing quantifiable goals and KPIs.
- Securing long-term success in sales leadership.
Summary and Next Steps
Requirements
- Professional experience in sales or business development roles.
- A fundamental grasp of sales workflows and customer relationship management principles.
- Holding, or aspiring to hold, a leadership position within a sales-oriented organization.
Target Audience
- Sales leaders aiming to elevate their strategic selling competencies.
- Team managers charged with the responsibility of driving revenue growth.
- Business development executives focused on enhancing opportunity conversion rates.
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.
