Kellogg School of Management

High-Impact Sales Strategy

Finance Marketing Sales Management

Mar 2—5, 2020

4 days

Cook County, Illinois, United States

USD 8150

USD 2037 per day

How it works

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Description

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

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

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...