Marketing - Strategic Selling

Venue: Broomfield Hall
Hours: 7.00
Cost (£): 325.00

Course Overview

Strategic selling helps organisations to develop comprehensive strategies to win sales opportunities. This course delivers a selling process and action plan to sell solutions successfully where approval is needed from multiple decision-makers in a client’s company. It will help you navigate the internal bureaucracy of customers’ and prospects’ organisations, increasing the closing rates for opportunities which have longer sales cycles.

Course Content

 

• Identify all key players in the client’s business, understanding their degree of influence and their reasons for buying

• Uncover essential information to evaluate a client company’s competitive position, address the business and personal motives of each decision-maker in the company, and differentiate their company by leveraging its unique strengths

• Know when to walk away from resource-intensive deals with low probabilities of success

• Learn how to focus time and energy on those opportunities most likely to secure profitable, long-term customers

• Gain more visibility to assess the status of important sales opportunities

• Allocate resources appropriately for large sales and improve team collaboration to pursue strategic opportunities

• Forecast revenue with greater accuracy

Benefits for the individual

• Larger, more complex deals, generally leading to greater long-term profitability

• Knowledge to help you network at a higher level than before

• Opportunities to win career-defining deals

 

Benefits for the organisation

• A greater return from your sales force

• A route to higher profile client wins

• The opportunity to develop ‘top performers’ which sets an excellent example through the workforce

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