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