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Duration 35 hours
Course Outline
Introduction to Advanced Sales Leadership
- Understanding the evolving role of leaders in modern sales environments.
- Aligning sales strategies with broader organizational objectives.
- Cultivating a customer-centric sales culture.
Cross-selling Strategies
- Identifying complementary products and service offerings.
- Crafting value-driven cross-sell propositions.
- Examining case studies of successful cross-selling in leadership settings.
Upselling Techniques
- Positioning premium and higher-value solutions effectively.
- Demonstrating ROI and enhancing perceived value.
- Addressing and overcoming objections to upsell proposals.
Consultative Selling for Leaders
- Transitioning from transactional interactions to relationship-based selling.
- Applying effective questioning and active listening techniques.
- Tailoring solutions to specific client needs and challenges.
Opportunity Detection
- Recognizing latent sales opportunities during client interactions.
- Utilizing data and analytics to identify new prospects.
- Coaching teams to proactively 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 strategies.
Practical Exercises and Case Studies
- Engaging in role-play scenarios based on genuine client challenges.
- Participating in collaborative workshops to design cross-sell and upsell strategies.
- Conducting industry-specific opportunity mapping exercises.
Action Planning and Goal Setting
- Formulating a comprehensive sales strategy improvement plan.
- Establishing measurable goals and key performance indicators (KPIs).
- Securing long-term success in sales leadership.
Summary and Next Steps
Requirements
- Prior experience in sales or business development roles.
- A foundational grasp of sales processes and customer relationship management (CRM).
- Occupying or aspiring to a leadership position within a sales-driven organization.
Target Audience
- Sales leaders looking to refine their strategic selling expertise.
- Team managers tasked with accelerating 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.
