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Duration 35 hours
Course Outline
Introduction to Advanced Sales Leadership
- Grasping the leader’s evolving role in contemporary sales.
- Aligning sales strategies with broader organizational objectives.
- Cultivating a customer-centric sales culture.
Cross-selling Strategies
- Identifying complementary products and services.
- Designing value-based cross-sell offers.
- Examining case studies of successful cross-selling in leadership settings.
Upselling Techniques
- Positioning premium and high-value solutions.
- Demonstrating ROI and enhanced value propositions.
- Addressing and overcoming objections to upsell proposals.
Consultative Selling for Leaders
- Transitioning from transactional to relationship-based selling.
- Mastering effective questioning and active listening techniques.
- Tailoring solutions to address specific client needs and challenges.
Opportunity Detection
- Uncovering hidden sales opportunities within client interactions.
- Utilizing data and analytics for precise opportunity identification.
- Enabling teams to proactively pursue new revenue streams.
Integrating Advanced Sales Practices into Leadership
- Coaching teams on cross-sell, upsell, and consultative approaches.
- Monitoring and evaluating sales performance metrics.
- Securing long-term adoption of advanced sales strategies.
Practical Exercises and Case Studies
- Role-play scenarios derived from real-world client challenges.
- Collaborative workshops for designing cross-sell and upsell strategies.
- Industry-specific exercises for mapping opportunities.
Action Planning and Goal Setting
- Formulating a sales strategy improvement plan.
- Establishing measurable goals and KPIs.
- Sustaining successful sales leadership practices.
Summary and Next Steps
Requirements
- Professional experience in sales or business development.
- Foundational knowledge of sales processes and customer relationship management.
- A current leadership position or aspiration toward leadership within a sales-driven organization.
Target Audience
- Sales leaders looking 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.
