Thank you for sending your enquiry! One of our team members will contact you shortly.
Thank you for sending your booking! One of our team members will contact you shortly.
Duration 35 hours
Course Outline
Introduction to High-Level Sales Leadership
- Defining the leader’s function in contemporary sales environments.
- Synchronizing sales initiatives with broader organizational objectives.
- Cultivating a sales culture that prioritizes the customer.
Strategies for Cross-Selling
- Recognizing complementary goods and services.
- Formulating value-driven cross-sell propositions.
- Reviewing case studies of effective cross-selling in leadership scenarios.
Upselling Methodologies
- Presenting premium and high-value solutions effectively.
- Illustrating Return on Investment (ROI) and value addition.
- Addressing and resolving resistance to upsell offers.
Consultative Selling for Executives
- Transitioning from transactional interactions to relationship-driven engagement.
- Employing powerful questioning and active listening skills.
- Tailoring solutions to address specific client needs and obstacles.
Detecting Business Opportunities
- Identifying latent sales possibilities during client communications.
- Utilizing data and analytics to pinpoint opportunities.
- Preparing teams to actively pursue new revenue streams.
Embedding Advanced Sales Practices in Leadership
- Mentoring teams on cross-sell, upsell, and consultative techniques.
- Tracking and evaluating sales performance metrics.
- Securing the sustained implementation of advanced strategies.
Hands-On Exercises and Case Analyses
- Simulated role-plays addressing real-world client difficulties.
- Group workshops dedicated to crafting cross-sell and upsell plans.
- Sector-specific tasks for mapping business opportunities.
Strategic Planning and Objective Setting
- Formulating a plan for sales strategy enhancement.
- Establishing quantifiable targets and Key Performance Indicators (KPIs).
- Guaranteeing continued success in sales leadership.
Recap and Future Directions
Requirements
- Proven background in sales or business development.
- Foundational knowledge of sales workflows and customer relationship management (CRM) systems.
- Holding, or aspiring to hold, a leadership position within a sales-oriented organization.
Target Audience
- Sales executives looking to sharpen their strategic selling acumen.
- Team managers tasked with achieving revenue growth targets.
- Business development heads focused on enhancing conversion rates of business opportunities.
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.
