Executive series
Module 1
Strategic Positioning
Understand value from the customer perspective; learn how to position your products or services in competitive markets; create an elevator pitch and distinguish between qualified prospects and non-prospects.
Module 2
Sales Process
Focus on growing the pipeline. Learn how to qualify targets by diagnosing and planning effectively. Align your sales process with your strategy. Track your selling activity to increase conversion.
Presentation Frameworks
Presentation frameworks are provided which outline a logical structure for effectively delivering your message with confidence. Skills for building rapport, generating interest and engaging and persuading your prospects are also mastered.
Module 3
Competitive Selling
Learn how to utilize your own personal capital and how to build that of the Sales Team around you. Comprehend the underlying motivations of Salespeople and how to nurture their progress. Decipher how to plan for sales opportunities and thus maximize success rates. Take a deep dive into qualification techniques and identify those questions that will lead to ‘Yes’.
Module 4
Routes to Market
Master frameworks to select the “right” route to market for your company and manage and motivate the channels you already have in place. Develop expertise in determining and executing the joint customer value proposition, including relationship management, branding and services. Identify your ideal partner profile and understand governance issues concerning channel agreements across international markets.
Module 5
Marketing Intelligence
Equip yourself with the know-how to go about devising and collecting a marketing intelligence plan, assessing the information and making informed decisions on market entry strategy.
The International Buying Process
Understand how buyers make decisions and learn about evolving approaches to buying processes and strategies from the buyer’s perspective.
Module 6
New Customer AcquisitionDevelop a process for new customer acquisition which considers lead generation objectives in relation to revenue objectives. Understand how to maximize both the traditional and Digital Lead generation tactics in line with your new business revenue goals. Learn to optimise lead generation opportunities by using a framework for communication with potential and existing customers.
Key Account Management
Learn how to qualify a key account. Focus on the development of a key account strategy and learn how to apply tools and techniques to move you into deeper and mutually beneficial relationships with your Key Accounts.
Module 7
Culture and Negotiation
Learn about the dimensions of culture across markets and how this impacts on all sales behaviours and approaches. Gain a systematic understanding of how to negotiate, based on an appreciation of cultural differences and master advanced closing techniques.
Module 8
Meet the Buyer
Present to a professional international buyer and receive feedback; learn how to listen, respond to questions and handle objections; test your cultural, industry and market understanding. This module also provides an opportunity to network with buyers operating in your industry sector.
Module 9
International Growth Plan
Create an International Growth Plan tailored to your company’s focus and linked to the overall business strategy and sales targets in international markets.
