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Duration 35 hours
Course Outline
Introduction to Advanced Sales Leadership
Grasping the leader’s role in contemporary sales environments.
Aligning sales strategies with broader organisational objectives.
Cultivating a customer-centric sales culture.
Cross-selling Strategies
Identifying complementary products and services.
Crafting value-driven cross-sell offers.
Reviewing case studies of effective cross-selling in leadership settings.
Upselling Techniques
Positioning premium and higher-value solutions.
Demonstrating ROI and enhancing perceived value.
Addressing and overcoming objections to upsell proposals.
Consultative Selling for Leaders
Transitioning from transactional to relationship-based selling.
Mastering effective questioning and active listening skills.
Tailoring solutions to specific client needs and challenges.
Opportunity Detection
Recognising hidden sales prospects during client interactions.
Leveraging data and analytics for precise opportunity identification.
Coaching teams to proactively explore new revenue streams.
Integrating Advanced Sales Practices into Leadership
Mentoring teams on cross-sell, upsell, and consultative methods.
Monitoring and assessing sales performance metrics.
Securing the long-term adoption of advanced strategies.
Practical Exercises and Case Studies
Engaging in role-play scenarios based on genuine client challenges.
Participating in collaborative workshops to design cross-sell and upsell strategies.
Conducting industry-specific opportunity mapping exercises.
Action Planning and Goal Setting
Formulating a sales strategy improvement plan.
Setting measurable goals and key performance indicators (KPIs).
Ensuring sustained success in sales leadership.
Summary and Next Steps
Requirements
Practical experience in sales or business development.
A foundational grasp of sales processes and customer relationship management.
An existing or aspiring leadership position within a sales-oriented organisation.
Target Audience
Sales leaders looking to refine their strategic selling capabilities.
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.
