Course Curriculum for Advanced Sales Strategies

(Theory + Case Studies)

1. Mastering the Art of Appointment Setting

• Understanding the Importance of Appointment Setting

• Transforming Initial Resistance into Agreement

• Navigating Follow-Ups with Finesse

• Sealing the Appointment

• The Psychology of Busy Professionals

• The Power of Urgency

• Empowering the Customer

• Putting it all Together

2. Identifying and Contacting Decision Makers

• Understanding the Importance of Decision Makers

• Research Techniques for Identifying Decision Makers

• Pinpointing Decision Makers

• Effective Contact Strategies

• Crafting Compelling Messages

• Overcoming Gatekeepers

• Building Long-Term Relationships

3. Creating Effective Sales Presentations

• Understanding the Fundamentals

• Crafting a Compelling Narrative

• Delivering with Impact

• Overcoming Objections

• Driving Action with a Strong Call-to-Action

• Mastering the Art of Persuasion

• Leveraging Data and Proof Points

• Effective Presentation Techniques

4. Negotiation Skills for Sales Professionals

• Principles of Effective Negotiation

• Preparing for Negotiation

• Building Rapport

• Effective Communication

• Handling Objections

• Finding Common Ground

• Closing the Deal

• Common Negotiation Tactics

• Avoiding Common Pitfalls

5. Building Long-Term Customer Relationships: Strategies for Sustained Success

• The Power of Long-Term Relationships

• Building Trust: The Foundation of Long-Lasting Relationships

• Effective Communication: The Key to Engagement

• Providing Exceptional Customer Service

• Creating Value for Long-Term Customers

• Fostering Personal Connections

• Measuring and Improving Customer Satisfaction

• Navigating Difficult Situations

• Strategies for Nurturing Long-Term Relationships

6. Leveraging Technology in Sales

• Sales Automation Tools

• Data Analytics

• Communication Tools

• Mobile Sales Tools

• E-commerce and Online Sales

• Artificial Intelligence

• Cybersecurity

• Staying Ahead of the Curve

7. Managing a Sales Team

• Leadership Qualities

• Motivating Your Sales Team

• Building a Cohesive Sales Team

• Investing in Training and Development

• Navigating Conflict Resolution

• Aligning Sales Strategies

• The Art of Delegation

8. Understanding Buyer Behavior

• Factors Influencing Buyer Behavior

• The Buyer Decision-Making Process

• Analyzing Buyer Behavior

• Predicting Buyer Behavior

• Aligning Sales Strategies

• Building Buyer Personas

• Influencing Buyer Behavior

• Leveraging Buyer Behavior

9. Handling Sales Objections

• Understanding Objections

• Overcoming Objections

• Handling Price Objections

• Handling Need Objections

• Handling Trust Objections

• Handling Time Objections

• Competing with Alternatives

10. Sales Metrics and Performance Analysis

• Understanding Key Sales Metrics

• Analyzing Self Sales Performance

• Sales Funnel Analysis

• Customer Lifetime Value (CLV)

• Sales Forecasting

• Leveraging CRM

• Continuous Improvement

• The Power of Sales Metrics

11. Ethical Sales Practices

• The Foundation of Trust

• Common Ethical Dilemmas

• Ethical Decision-Making Framework

• Building an Ethical Sales Culture

• Handling Ethical Issues

• Benefits of Ethical Sales Practices

• The Power of Integrity

12. Customer Retention Strategies

• The Value of Customer Retention

• Strategies to Enhance Customer Retention

• Building Lasting Customer Relationships

• Delivering Exceptional Customer Experiences

• Leveraging Customer Loyalty Programs

13. Sales Forecasting and Planning

• Introduction to Sales Forecasting and Planning (Monthly Individual Sales Plans)

• The Importance of Sales Forecasting

• Techniques for Accurate Sales Forecasting

• Creating an Effective Sales Forecast (Activity-Based Plans - Revenue Targets)

• The Sales Planning Process

• Leveraging Technology for Sales Forecasting (Pipedrive Forecast)

• Aligning Sales and Marketing

14. Digital Sales Strategies (From a Sales Person's Perspective)

• Mastering Digital Sales Channels

• Leveraging Digital Sales Tools

• Mastering Social Selling

• Optimizing for Search and Content

• Leveraging Online Advertising (Unpaid Advertising)

• Measuring Digital Sales Performance

• Integrating Digital and Traditional Sales

• Driving Continuous Improvement

• Unlock Your Digital Sales Potential

15. International Sales Strategies

• Understanding the Global Landscape

• Laying the Foundation: Market Research

• Choosing the Right Entry Strategy

• Adapting Your Sales Approach

• Managing International Sales Teams

• Overcoming International Challenges

• Measuring and Optimizing Success

• Building a Thriving Global Presence

16. Conflict Resolution

• Understanding the Dynamics of Conflict

• Conflict Resolution Strategies

• Effective Communication for Conflict Resolution

• Managing Emotions in Conflict Resolution

• The Role of Mediation and Facilitation

• Building a Positive Conflict Resolution Environment

• Implementing and Sustaining Conflict Resolution Agreements

• The Path to Effective Conflict Resolution

17. Time Management for Sales Professionals

• The Importance of Time Management

• Time Management Techniques

• Setting Achievable Goals

• Minimizing Distractions

• Leveraging Productivity Tools (Calendly, Clockify, ASANA, Google Calendar)

• Balancing Work and Life

• Continuous Improvement

• Time Management in Action

18. Reporting in Sales (Using Excel)

• Monthly Closure Report: Components of a Monthly Closure Report, Summary of Sales Performance, Key Achievements, How to Prepare in Excel: Data Entry and Organization, Using Formulas for Totals and Averages

• Monthly Meetings Report: Structure of Meeting Reports, Overview of Key Discussions, Action Items and Follow-ups

• Customer Interactions Report: Types of Interactions to Include (Calls, Emails, Meetings), Customer Feedback, How to Prepare in Excel: Data Organization (Date, Customer, Interaction Type), Summary Metrics

• Lead Generation Report: Elements of a Lead Generation Report (Total Leads Generated, Sources of Leads), How to Prepare in Excel: Data Entry for Leads (Source, Date, Status), Calculating Conversion Rates

• Target vs. Revenue Report: Understanding Report Elements (Set Targets vs. Actual Revenue), How to Prepare in Excel: Data Entry for Targets and Actual Revenue, Using Formulas to Calculate Variance

• Incentive Reports: Purpose of Incentive Reports (Tracking Performance Incentives), How to Prepare in Excel: Data Entry for Sales Achievements, Calculating Incentives Based on Performance

• Leads Feedback Report: Components of a Leads Feedback Report (Lead Quality Feedback, Enhancements for Future Lead Generation), How to Prepare in Excel: Structuring Feedback Data, Summarizing

Training on Tools for Sales Professionals

1. Pipedrive

• Managing Leads and Deals Effectively

• Utilizing Activity Tracking to Stay Organized

2. Swipe Pages

• Creating Landing Pages for Lead Generation

• Using Templates to Quickly Launch Campaigns

3. Vidyard

• Recording Personalized Video Messages for Outreach

• Sharing Videos to Enhance Client Engagement

4. Interakt WhatsApp Messenger

• Communicating with Customers via WhatsApp

• Automating Follow-Ups and Responses

5. Canva

• Designing Sales Presentations and Collateral

• Using Templates for Quick Design Solutions

6. Zoom

• Conducting Virtual Sales Meetings and Demos

• Using Screen Sharing to Present Products

7. Sessions.Us

• Hosting Online Sales Workshops and Training

• Engaging Participants through Interactive Features

8. Calendly

• Scheduling Meetings with Prospects Seamlessly

• Sending Automated Confirmations and Reminders

9. Google Forms

• Creating Lead Capture Forms for Prospecting

• Collecting Feedback from Clients Easily

10. PPT Presentation

• Building Compelling Presentations for Client Meetings

• Using Visual Aids to Support Key Points

11. LinkedIn Lead Generation

• Searching for and Connecting with Potential Leads

• Engaging with Content to Build Relationships

12. Asana

• Tracking Sales Tasks and Deadlines

• Collaborating with Team Members on Sales Projects

13. Clockify

• Tracking Time Spent on Sales Activities

• Using Time Reports to Optimize Daily Routines