Process – the How (Sales Leadership)
Schulich Executive Learning Centre
What are the topics?
Schulich Executive Learning Centre
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Who should attend
The program has been designed for sales executives with several years of leadership experience who are, or will be, responsible for strategic direction.
This program is recommended for:
- Vice presidents, directors of sales, divisional managers
- National, international, regional or area sales managers
- Presidents of small and medium businesses
An entry interview assures the program will suit your experience and goals, and ensures the course will provide a fertile, collaborative learning environment with peer participants from a range of business sectors.
About the course
Influential Communication (How to Deal with Confrontation)
- Powerful presentation structures that gain attention and influence actions
- How to get your message heard, understood and remembered
- Recognize and unleash personal communication strengths to further your impact
Learning Outcome: Learn why what your listeners think of your ideas, plans and your entire organization is affected by how they react to you as a leader when you communicate.
Sales and Marketing – Aliens or Humans?
Buying vs. selling, stories vs. benefits, leads vs. interactions, quotas vs. customers… it often feels like marketing and sales are aliens, living in different worlds and speaking strange languages. Yet, for the greatest success in sales they must be joined at the hip, collaborating and connecting at every step to achieve shared goals. We will explore how sales leaders can cross the marketing divide, and how they can facilitate these critical relationships to create cross-functional strategies that are interconnected, reciprocal, mutually dependent and individually accountable.
Optimizing Customer Intelligence with Actionable Insights and SEO/SEM
- How customer intelligence delivers competitive advantage
- Learn about maximizing today’s tools for greater actionable analytics
- Learn strategies that increase customer satisfaction while decreasing cost
- Leveraging Google for business development
Learning Outcome: Participants will explore how customer intelligence is required for today’s selling. Understanding what is available (Google, etc.), and how to maximize all analytics for a greater and more cost-effective method of business development.
Exploring Social Selling Mastery™
- Why sales needs social media
- Traits of a successful social selling program
- How to drive pipeline and revenue with social media
- Leveraging LinkedIn for business development including Sales Navigator
Learning Outcome: Learn practical tips and techniques to attract buyers on social media.
Capstone/Final Project Presentations
Participants will present an organization-specific 100-day plan emphasizing the key takeaways, challenges and strategies for an effective and pragmatic implementation of what you need to deliver success. Feedback will be provided from peers and the Advisory Panel.
Experts
Cy Charney
Biography Cy Charney is one of the Schulich School of Business, York University’s top instructors. As a leading Canadian thought leader in the area of organizational performance, Cy has developed a variety of unique interventions to help organizations in both the private and public sector become ...
Mark Bowden
Mark is a leader in both European and North American training, with a solid track record of lecturing regularly at the UK's top universities including Oxford and Cambridge, and academies, including the Royal Academy of Dramatic Art (RADA). A highly distinguished and internationally awarded perfor...
Stephen Friedman
Stephen Friedman is an executive coach, career coach, facilitator and trainer, working in the areas of management interpersonal skills, group development, strategic thinking skills and HR for numerous organizations and individuals. His experience with in this area spans over 20 years. He speciali...
Lee-Anne McAlear
Lee-Anne McAlear is Program Director, Centre of Excellence in Applied Innovation Management for the Schulich Executive Education Centre, York University. Lee-Anne is an experienced facilitator, writer, consultant and speaker with a background in innovation, leadership development, strategic plann...
Amar Sheth
Amar is a principal at Sales for Life, a firm focused on pushing boundaries of social selling in the B2B sales landscape. Amar focuses on helping bridge the gap between social business goals and execution.
David McBride
Biography As Vice-President, HR Operations, Dave has responsibility for the overall HR Operations support for Xerox Canada. These responsibilities include Executive Talent Development, Industrial Labour Relations, Change Management Initiatives and Mergers and Acquisitions. The last 18 years of HR...
Jonathan Carrigan
Jonathan Carrigan is a passionate thought leader with over 15 years experience working at the intersection of technology, strategy, and design. Most recently, Jonathan was a founding member of a corporate transformation office at Maple Leaf Sports and Entertainment (MLSE) that oversaw and guided ...
Scott Wilson
As one of Canada’s leading internet marketing speakers, Scott Wilson appears regularly at events and conferences as an expert on Search Engine Optimization (SEO). Most recently, Scott has spoken and written about the future of Google search trends and keyword ranking for government associations, ...
Paul Romanchych
Paul is an accomplished and well-respected management executive with a record of success delivering results in the Canadian telecom market in both B2B and retail sectors. He has expertise in sales, distribution and general management and is a proven problem solver with innovative negotiating skil...
Stephen Gregory
Since 1989, Steve Gregory has led IsaiX Technologies Inc., a firm specializing in sales organizational development and technology. Their methods and technology supporting sales and sales management, have had significant impact in organizations such as ATB, Merck, Michelin, GDI, KeyBank, TD Amerit...
Videos and materials
Process – the How (Sales Leadership) at Schulich Executive Learning Centre
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