Course Outline
Introduction to Advanced Sales Leadership
- Defining the leader's critical 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.
- Developing value-driven cross-sell offers.
- Examining case studies of successful cross-selling in leadership settings.
Upselling Techniques
- Positioning premium and higher-value solutions effectively.
- Demonstrating ROI and value enhancement clearly.
- 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 specific client needs and challenges.
Opportunity Detection
- Uncovering hidden sales opportunities during client interactions.
- Utilizing data and analytics to identify new opportunities.
- Encouraging teams to proactively pursue new revenue sources.
Integrating Advanced Sales Practices into Leadership
- Coaching teams on cross-sell, upsell, and consultative methods.
- Tracking and evaluating sales performance metrics.
- Ensuring the long-term adoption of advanced strategies.
Practical Exercises and Case Studies
- Role-play scenarios reflecting 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 comprehensive sales strategy improvement plan.
- Establishing measurable goals and KPIs.
- Sustaining long-term sales leadership success.
Summary and Next Steps
Requirements
- Prior experience in sales or business development.
- Foundational knowledge of sales processes and customer relationship management.
- A current or future leadership position within a sales-focused organization.
Target Audience
- Sales leaders looking to refine their strategic selling capabilities.
- Team managers accountable for driving revenue growth.
- Business development leaders focused on enhancing opportunity conversion rates.
Custom Corporate Training
Training solutions designed exclusively for businesses.
- Customized Content: We adapt the syllabus and practical exercises to the real goals and needs of your project.
- Flexible Schedule: Dates and times adapted to your team's agenda.
- Format: Online (live), In-company (at your offices), or Hybrid.
Price per private group, online live training, starting from 8000 € + VAT*
Contact us for an exact quote and to hear our latest promotions
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.
