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 

  1. ROI-based value justification model

  2. 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