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Duration 35 hours
Course Outline
Introduction to Advanced Sales Leadership
- Grasping the pivotal role of leadership in contemporary sales environments.
- Ensuring sales strategies are fully aligned with broader organizational objectives.
- Cultivating a sales culture that places the customer at the center of all interactions.
Strategies for Cross-Selling
- Recognizing complementary products and services that enhance client value.
- Crafting cross-sell offers that clearly demonstrate value.
- Examining case studies that highlight successful cross-selling in leadership roles.
Techniques for Upselling
- Effectively positioning premium and high-value solutions.
- Illustrating return on investment and the added value of upgrades.
- Navigating and resolving objections related to upsell proposals.
Consultative Selling for Leaders
- Transitioning from transactional interactions to relationship-driven engagement.
- Mastering effective questioning and active listening skills.
- Tailoring solutions to address specific client needs and challenges.
Detecting Opportunities
- Identifying latent sales opportunities within client interactions.
- Utilizing data and analytics to pinpoint new potential.
- Encouraging teams to actively pursue new revenue streams.
Integrating Advanced Sales Practices into Leadership
- Guiding teams in adopting cross-sell, upsell, and consultative methods.
- Tracking and evaluating sales performance metrics.
- Securing the long-term implementation of advanced sales strategies.
Practical Exercises and Case Studies
- Engaging in role-play scenarios derived from real-world client challenges.
- Participating in collaborative workshops to devise cross-sell and upsell plans.
- Conducting opportunity mapping exercises specific to relevant industries.
Action Planning and Goal Setting
- Formulating a plan to enhance sales strategies.
- Establishing measurable goals and key performance indicators (KPIs).
- Sustaining long-term success in sales leadership.
Summary and Future Steps
Requirements
- Background in sales or business development.
- Foundational knowledge of sales processes and customer relationship management.
- Current or prospective leadership position within a sales-oriented organization.
Target Audience
- Sales leaders looking to refine their strategic selling abilities.
- 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.
