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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.
Strategies for Cross-Selling
- Identifying complementary products and services for existing clients.
- Crafting value-driven cross-sell offers.
- Analyzing case studies of successful cross-selling in leadership contexts.
Techniques for Upselling
- Effectively positioning premium and higher-value solutions.
- Clearly demonstrating ROI and the enhancement of client value.
- Navigating and overcoming objections to upsell proposals.
Consultative Selling for Leaders
- Transitioning from transactional approaches to relationship-based selling.
- Employing effective questioning and active listening techniques.
- Tailoring solutions to address specific client needs and challenges.
Detecting Sales Opportunities
- Recognizing hidden sales opportunities during client interactions.
- Utilizing data and analytics to identify potential opportunities.
- Encouraging teams to proactively seek new revenue streams.
Integrating Advanced Sales Practices into Leadership
- Coaching teams on cross-sell, upsell, and consultative methodologies.
- Tracking and assessing sales performance metrics.
- Fostering the long-term adoption of advanced strategies.
Practical Exercises and Case Studies
- Role-play scenarios derived from real-world client challenges.
- Collaborative workshops dedicated to designing cross-sell and upsell strategies.
- Industry-specific exercises for mapping opportunities.
Action Planning and Goal Setting
- Formulating a comprehensive sales strategy improvement plan.
- Establishing measurable goals and KPIs.
- Securing sustained success in sales leadership.
Summary and Next Steps
Requirements
- Prior experience in sales or business development roles.
- Fundamental knowledge of sales processes and customer relationship management (CRM).
- Current or aspiring leadership positions within sales-oriented organizations.
Target Audience
- Sales leaders aiming to refine their strategic selling capabilities.
- Team managers tasked with driving revenue growth.
- Business development leaders 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.
