• Establish segmentation and growth priorities that result in winning sales strategies
• Move beyond elevator pitches to create, communicate and prove compelling B2B value propositions
• Modernize the sales process to drive differentiated value
• Create key accounts programs that maximize mutual value with your most important customers
• Design field sales force, inside sales and indirect channels for strategic advantage

CONTENT

• Apply a strategic mindset to the sales function
• Establish segmentations and growth priorities that result in winning sales strategies
• Move beyond elevator pitches: compelling B2B value propositions
• Participate in a case study
• Modernize the sales process to drive differentiated value

• Review leading trends in channels mix and design
• Design field and inside sales forces for strategic advantage
• Develop key accounts program for strategic advantage
• Implement indirect channels for strategic advantage
• Participate in a case study

• Bring it all together: the customer-centric sales strategy
• Participate in a case study
• Discuss the other 80 percent: implementation issues and insights
• Engage in expert panel discussion

FOR WHOM:

Marketing & Sales Personnel

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.

This course is available in the following locations:
Nigeria - $5000
Rwanda - $7000
UK - $8000
USA - $8000