High-Impact Sales Strategy

Kellogg School of Management

How long?

  • 4 days
  • online

Kellogg School of Management

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    Who should attend

    • Chief sales officers
    • Vice presidents and directors of sales, sales strategy, sales operations, and sales force effectiveness
    • Chief commercial officers and vice presidents of marketing and sales, and strategic marketing
    • CEOs of midmarket and smaller companies

    About the course

    Driving revenue and profit growth

    Ever-changing customer needs and buying behavior coupled with increased competition for value superiority are driving senior executives to seek new and innovative go-to-market approaches. In this comprehensive program, our faculty of seasoned practitioners and thought leaders will guide you through an in-depth exploration of the diverse range of possible sales strategies and the many challenging decisions critical to profitable revenue growth.

    You’ll gain new insight into best practices of leading companies and how to integrate the key components into your own highly effective sales strategies including segmentation, growth priorities, value propositions, customer engagement processes, direct and indirect channel mix and sales force structure. You’ll leave equipped with knowledge and tools you need to make and implement sales strategy decisions that lead to growth in revenues and profits.

    Key Benefits

    • Establish segmentation and growth priorities that result in winning sales strategies
    • Move beyond elevator pitches to create, communicate and prove compelling B2B value propositions
    • Modernize the sales process to drive differentiated value
    • Create key accounts programs that maximize mutual value with your most important customers
    • Design field sales force, inside sales and indirect channels for strategic advantage

    Program Content

    Day 1:

    • Apply a strategic mindset to the sales function
    • Establish segmentations and growth priorities that result in winning sales strategies
    • Move beyond elevator pitches: compelling B2B value propositions
    • Participate in a case study
    • Modernize the sales process to drive differentiated value

    Day 2:

    • Review leading trends in channels mix and design
    • Design field and inside sales forces for strategic advantage
    • Develop key accounts program for strategic advantage
    • Implement indirect channels for strategic advantage
    • Participate in a case study

    Day 3:

    • Bring it all together: the customer-centric sales strategy
    • Participate in a case study
    • Discuss the other 80 percent: implementation issues and insights
    • Engage in expert panel discussion

    Experts

    Mike Moorman

    Mike Moorman is a leading expert in B2B sales strategy, sales force effectiveness and sales organization transformation. As a Managing Principal at ZS Associates, the largest specialized Sales and Marketing consulting firm in the world, Mike has led engagements with more than 50 companies over th...

    Michael Ahearne

    Michael Ahearne is professor of marketing and C.T. Bauer Chair in Marketing at the University of Houston. He is also executive director of the Sales Excellence Institute. Mike’s research has primarily focused on improving the performance of salespeople and sales organizations. He has published mo...

    John De Sarbo

    Managing Principal, Channel Strategy & Management, ZS

    Rodolfo Luzardo

    Rodolfo Luzardo has extensive experience advising companies across industries and geographies. Rodolfo’s expertise is in B2B sales and marketing strategy and effectiveness, with a focus on large-scale commercial transformations relating to go-to-market strategy, sales effectiveness initiatives an...

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    High-Impact Sales Strategy at Kellogg School of Management

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