Strategic Skills

The key to success

Built on an acknowledgement that almost every single sales scenario your sales professionals face is complex.

By complex we mean requiring more than one buyer to make a decision.

Access to groups in which buying decisions are made by multiple buyers is harder than ever and tailoring sales messages appropriately to the different audiences is essential.

The Sales Strategy syllabus addresses this reality and equips your team with the strategic skills to win new business, account manage your top customers and develop your business.

Sales Strategy

90 degree

NEW BUSINESS

Winning new business is an essential component to grow market share for your business. This doesn't just involve generating leads as some organisations define 'New Business'. Targeting new business and running a successful sales campaign to win it involves many strategic skills.

Understanding your market
Defining a strategy
Targeting business which you can win
Creating a sales action plan
Allocating time and resources
Lead generation, prospecting skills
Identification of buyers
Adoption pathways and profiles
Pre selling customers

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180 degree

KEY ACCOUNT MANAGEMENT

You've done all the hard work to win key accounts, now you need the skills to manage them effectively and reap the sales rewards.

Map the influencer network within accounts
Strategic analysis and S.M.A.R.T Objective setting
Identify gaps in your plan
Key account plans
Delivering high levels of service
Building deeper customer relationships across your business
Defend, Maintain and Grow

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360 degree

BUSINESS DEVELOPMENT

Business development encompasses all the tactical and strategic skills covered in our content.

However, what separates business development, is having the strategic skill to sell across networks and grow the business across wider areas, be that regionally, nationally or globally.

° Macro Business planning

° Key opinion leader development

° Building advocacy

° Business alignment

° Allocating resources

° Negotiation (Can be run as a stand alone course)

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We build all courses to your specific requirements

by Martyn Jellett

"Inside are the 360 degree secrets of professional selling."