This half-day workshop led by Dr. Maria Coakley will benefit those who are developing a new market or aligning solutions in an existing market, this session focuses on how best to position the organisation and its products to retain existing customers and close new customers in the context of the macro and competitive environment.
This session will:
- be interactive and designed to provide an energised and focused peer-to-peer problem-solving learning environment to allow participants to actively engage with key sales strategy concepts
- be learner-centered and focus on participants learning by doing and developing practical skills and ideas to help define their sales strategy.
- involve peer-to-peer class discussions and active participant engagement to maximise the experience of existing business, industry and entrepreneurial expertise in the room.
- include activity learning and role-plays to practice using the ideas, skills, and techniques.
Content Focus:
- What is sales strategy?
- Harnessing business intelligence for advantage and opportunity
- Segmentation in the marketplace to specialise and grow.
- Developing a differentiated value/positioning statement
- Routes to market/sales channels
- Maximising channel and strategic partnerships
- Communication channels for demand generation
- Developing a sales process aligned to the buyer’s journey.
- Performance Management
- Resourcing your sales operation
- Key Takeaways for your business
