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Strategic Selling & Sales Planning

COURSE OBJECTIVES:


  • This Strategic Selling & Sales Planning course is designed to help sales professionals take a more planned approach towards protecting and growing their business from existing clients


  • By the end of the workshop, delegates will have a new way to assess client potential and a structured approach towards setting out a sales plan to aid time management and business focus.


COURSE CONTENT:


What is Strategic Selling?


  • The 80/20 rule and how it applies to you
  • Identifying your ‘good’ customers
  • The buyer-seller axis: 3 levels

Assessing your existing client-base


  • The Account Opportunity Matrix – 4 client types
  • How to apportion your time and prioritise focus
  • Plotting your own clients across the matrix
  • Developing an appropriate strategy for each client type


The Sales Velocity Equation – how to put it at the heart of your sales planning

5 step structure for effective forecasting and sales planning



GET IN TOUCH

 

Contact: Debra Sharron

Mobile: +44 (0)7976 243 776

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