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Duration 35 hours
Course Outline
Introduction to 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 places the customer at the center.
Strategies for Cross-Selling
- Identifying complementary products and services to offer.
- Crafting cross-sell proposals that emphasize value.
- Reviewing case studies of successful cross-selling from a leadership perspective.
Techniques for Upselling
- Effectively positioning premium and high-value solutions.
- Demonstrating Return on Investment (ROI) and added value to clients.
- Addressing and overcoming common objections to upsell proposals.
Consultative Selling for Leaders
- Transitioning from transactional interactions to relationship-driven selling.
- Mastering effective questioning and active listening skills.
- Tailoring solutions to meet specific client needs and challenges.
Detecting New Opportunities
- Recognizing latent sales opportunities during client interactions.
- Utilizing data and analytics to pinpoint potential business prospects.
- Encouraging teams to proactively explore new revenue streams.
Integrating Advanced Sales Practices into Leadership
- Coaching team members on cross-sell, upsell, and consultative methods.
- Tracking and evaluating sales performance metrics.
- Ensuring the sustained adoption of advanced sales strategies.
Practical Exercises and Case Studies
- Role-play scenarios derived from genuine client challenges.
- Collaborative workshops for designing cross-sell and upsell campaigns.
- Mapping opportunities specific to your industry vertical.
Action Planning and Goal Setting
- Formulating a plan for sales strategy enhancement.
- Establishing quantifiable 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 workflows and customer relationship management principles.
- Currently hold, or aspire to, a leadership position within a sales-oriented organization.
Intended Audience
- Sales leaders looking to refine their strategic selling acumen.
- Managers tasked with driving revenue growth within their teams.
- Business development professionals 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.
