Sales & Solution Selling (S&S)
Sales Strategies for Ambitious Ghanaian Firms
TOPICS, CASE STUDIES, EXERCISES, and PARTICIPANTS’ PRESENTATIONS:
-
Framework and Definition of High Value Sales and Sales Management,
-
Building Predictable, High Performance, Strategic Customer Relationships
-
Quantifying the Value Proposition and Preparing the Elevator Pitch
-
ROI-based value justification model
-
Case example: Global Strategy of Spotfire, a Swedish start-up
-
Elevator Sales Pitch Exercise: Communicating Your Value Proposition in a Live, Competitive Network
-
Focusing on Customer Value
-
Managing a Global sales Organization in Tough Times
-
Critical Accounts, Compensation, Motivation
-
Creating a Sales and Customer Focused Culture in Your Company, and With Your Customers
›Analyzing alternative compensation models (equity, cash, other)
›Setting high expectations throughout the organization
› Building passion, clock speed, urgency and work methods
› Maximizing results in the last month of the quarter
-
Recruiting, Motivating, and Building a World Class Sales Team
-
Group exercises of the Elevator Pitch and Presentations of the Value Proposition
Agenda for The Program
The Sales & Solution Selling Strategy covers 2 working days.
Day 1
-
Framework and Definition of High Value Sales and Sales Management, Building Predictable, High Performance, Strategic Customer Relationships
-
Quantifying the Value Proposition and Preparing the Elevator Pitch
-
Developing an effective Elevator Sales Pitch
-
Creating a Sales and Customer Focused Culture in your Company and with your Customers
-
Maintaining Customer Focus; Making the Numbers
-
Managing a Global sales Organization in Tough Times
Day 2
-
Discussion of the ‘Spotfire’ Case from HBS: how a Start-up Company in a small city in Sweden built their Global Sales Strategy: Lessons learned from the Power of Vertical Marketing
-
Recruiting, Building, and Motivating a World Class Sales Team