Advanced strategies for driving revenue and mastering complex sales
For senior sales professionals, success lies in mastering the skills needed to drive profitable growth. Our Advanced Sales Programme, developed and refined over 20+ years, equips Sales and Strategic Account Managers with the expertise to navigate complex negotiations, enhance their influence with key stakeholders and deliver sustainable revenue growth.
Designed for experienced sales professionals, this programme provides the tools and techniques needed to excel in today’s competitive sales landscape.
For who
Sales and Strategic Account Managers
5+ yrs experience
Format
Face-to-face
workshops
Virtual workshops
Self study
Duration
4 month
program
35-40 hours
ProgramME Objectives
The Advanced Sales programme will develop, refine and grow
your Senior Sales and Strategic Account Manager’s sales
skills. As a result of attending this training, participants will
be able to:
- Sell strategically:
Explore the role of a strategic sales person – how to build your influence in managing large and strategic sales and how to operate at an advanced level - Conduct in-depth analysis of customers:
Learn techniques to establish the needs and motivations of your customers and the key players in your customers’ business - Negotiate with impact:
Prepare effectively for complex negotiations and lead the conversation by amplifying the value of your solution - Build long-term relationships:
Advanced techniques to build profitable relationships with multiple stakeholders and grow your business
Our Advanced Sales ProgramME
Role and
skills
Operating at an
advanced level
Managing a strategic
account and creating
a winning strategy
Customer relationship
management
Research and
strategy
Selecting the right
target companies
Why quantification of
value matters
How to quantify value
Working example – a
real quantification
Value
Communication
Proactive account
development
Refining a value
proposition
Influencing skills
Story telling
Successful
negotiation
The importance of
win / win
Building trust
Positional and
interest-based
negotiation
Negotiation toolkit,
BATNA and tradables
Consolidate and
expand
Account development
Growing the business
Looking for new
opportunities
