Event / Courses

The Science of Selling

OVERVIEW

In this workshop you will explore the key elements of the science of selling. The significance of sales pipelines, strategic territory analysis by building sale plans and the key steps to being successful in a sales role.

Recommended for:  

This is a Gain Mastery B2B Marketing concept and workshop, appropriate for marketing professionals responsible for communications, marketing and teams responsible for developing and executing market, sales, or other customer-directed relationships.

Format:  

2-day interactive workshop mixing instructor lead training on branding best practices with exercises to demonstrate how to leverage frameworks and tools.

OBJECTIVES

Participants will learn how to use customized account and territory growth planning. The course will discuss competitive B2B Sales Strategies. Engage learners in root cause analysis, account/territory opportunity analysis by developing S.M.A.R.T. growth objectives and touching on political mapping for target organizations (identifying true influencers). Learn best practices for building a sales strategy and complete 50% of your plan by the end of the workshop.

CONTENT

  • Strategic Sales Analysis
  • Territory/Account/Opportunity Plan Options
  • Hands-On Plan Development
  • Customized Planning Templates
  • 10 Electronic Analysis/Planning Tools
  • The Importance of Sales Planning
  • Planning Research
  • Identifying Product Gaps by Account

INSTRUCTOR