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Duration 35 hours
Course Outline
Introduction to Advanced Sales Leadership
- Grasping the leader's pivotal role in modern sales environments.
- Synchronizing sales strategies with broader organizational objectives.
- Cultivating a customer-centric sales culture.
Cross-selling Strategies
- Recognizing complementary products and services.
- Crafting value-oriented cross-sell offerings.
- Analyzing case studies of successful cross-selling in leadership settings.
Upselling Techniques
- Positioning premium and high-value solutions effectively.
- Demonstrating ROI and value enhancement clearly.
- Addressing and overcoming objections to upsell proposals.
Consultative Selling for Leaders
- Transitioning from transactional interactions to relationship-based selling.
- Mastering effective questioning and active listening skills.
- Tailoring solutions to specific client needs and challenges.
Opportunity Detection
- Identifying latent sales opportunities within client interactions.
- Utilizing data and analytics for precise opportunity identification.
- Empowering teams to proactively pursue new revenue streams.
Integrating Advanced Sales Practices into Leadership
- Coaching teams on cross-sell, upsell, and consultative methodologies.
- Tracking and evaluating sales performance metrics.
- Securing the long-term adoption of advanced strategies.
Practical Exercises and Case Studies
- Role-play scenarios derived from authentic client challenges.
- Collaborative workshops for designing cross-sell and upsell strategies.
- Industry-specific exercises for mapping opportunities.
Action Planning and Goal Setting
- Formulating a plan for sales strategy improvement.
- Establishing measurable goals and key performance indicators (KPIs).
- Sustaining long-term sales leadership success.
Summary and Next Steps
Requirements
- Practical experience in sales or business development roles.
- Foundational knowledge of sales processes and customer relationship management (CRM).
- Current leadership position or aspirational goal in a sales-focused organization.
Target Audience
- Sales leaders looking to sharpen their strategic selling capabilities.
- Team managers tasked with driving revenue growth.
- Business development executives aiming to enhance 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.
