Strategic Selling Skills

Who is it for
The course is designed for senior sales professionals, sales leaders, senior account managers and all individuals who are required to operate at a high level within the sales function.

What is it about

· Defining strategic thinking
· The role of the Business Plan
· How to conduct a strategic analysis of your business
· How to use your strategic analysis in the forecasting process
· How to apply forecasting models to your product
· Understanding your strategic options
· How to analyse your competitive position
· How customer perceptions affect your competitive position
· Using customer segmentation to win new business
· How to position yourselves favourably as the Â"obvious choiceÂ"

What will i get out of it
The aim of the course is to provide the systems and tools to build a credible and coherent sales strategy. Delegates will learn how to accurately analyse their marketplace, to anticipate future sales performance, to set appropriate goals and position them self appropriately in a competitive marketplace. Delegates will leave the course confident in their ability to create and communicate a clear strategy for all stakeholders in the sales department.

What is different about this course? The course is highly participative and practical using a combination of formal input, facilitated discussion, individual and group activity.


Delegates will learn how to strengthen and hone their strategic selling skills. A good strategist requires more than a sound knowledge of strategic models. Although such knowledge is important, an effective strategist not only gathers and analyses information, they use their instinct and experience to weigh information according to its relevance and importance. They also have an ability to anticipate the actions of competitors and to utilise their own resources in innovative ways to achieve their goals. A good business plan should act as a map to make decisions about the quality, quantity and direction of the work effort.


During turbulent economic times the quality of thought that goes into the business plan becomes of paramount importance. Internally more people look at business plans for longer than during periods of stability and externally the business plan should help steer you and others through even the toughest and most demanding conditions. Now more than ever sales professionals need to be good at business planning.



Course overview

· Introductions
· The Language and Process of Strategic Planning
· Analysing your current situation - Developing analytical skills
· How to make a sales forecast Â- Review of forecasting techniques
· Strategic Decisions - Understanding strategic options:-


- Developmental Strategies
- Price led Strategies
- Differentiation strategies


· Tactical Choices - How to turn your strategy into performance
· Competitive Strategies - Understanding Competitive Positioning