Marketing - Strategic Selling

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

Course Overview

Strategic selling helps organisations develop comprehensive strategies to win sales opportunities.  This programme delivers a selling process and action plan to successfully sell solutions that require approval from multiple decision makers in the client’s company.

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 competitive positions, addressing the business and personal motives of each decision maker in the client company, and how to 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 become profitable, long-term customers
  • Gain more visibility and insights into 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
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