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Duration 35 hours
Course Outline
Fundamentals of Advanced Sales Leadership
- Defining the leader’s pivotal role in contemporary sales environments.
- Synchronizing sales strategies with broader organizational objectives.
- Cultivating a sales culture that prioritizes the customer experience.
Strategic Cross-Selling Approaches
- Recognizing complementary product and service synergies.
- Crafting value-driven cross-sell propositions.
- Examining successful cross-selling initiatives from a leadership perspective.
Mastering Upselling Techniques
- Effectively positioning premium and high-value solutions.
- Illustrating return on investment and value addition.
- Resolving common objections to upsell proposals.
Consultative Selling for Leaders
- Transitioning from transactional interactions to relationship-focused engagement.
- Applying effective questioning and active listening skills.
- Tailoring solutions to address specific client needs and pain points.
Detecting Sales Opportunities
- Identifying latent sales potential within client communications.
- Utilizing data and analytics to pinpoint new opportunities.
- Encouraging teams to actively pursue new revenue streams.
Embedding Advanced Sales Practices in Leadership
- Mentoring teams on cross-sell, upsell, and consultative methodologies.
- Tracking and evaluating sales performance metrics.
- Ensuring the sustained implementation of advanced strategies.
Applied Exercises and Case Analysis
- Role-playing scenarios derived from real-world client challenges.
- Group workshops for designing cross-sell and upsell frameworks.
- Industry-specific exercises for mapping opportunities.
Action Planning and Objective Setting
- Formulating a plan to enhance sales strategy.
- Establishing measurable goals and key performance indicators.
- Sustaining long-term success in sales leadership.
Key Takeaways and Future Directions
Requirements
- Practical experience in sales or business development roles.
- A foundational grasp of sales workflows and customer relationship management.
- Current leadership responsibilities or aspirations for a leadership position within a sales-focused organization.
Target Audience
- Sales leaders looking to refine their strategic selling acumen.
- Team managers tasked with accelerating revenue growth.
- Business development leaders focused on optimizing 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.
