This course teaches participants how to identify customer needs, develop products and services to meet those needs, identify which stakeholders the organization can best serve, and design programs to inform and build relationships with those stakeholders.
Participants will be able to advise and lead customers in areas such as customer satisfaction, new product development, product and service management, innovative selling, and service.
They will see their company through the eyes of their client or customer and make decisions that will benefit their finances and reputation.
The major decisions marketing and sales leaders face in matching their organization’s resources with marketplace realities
Current issues in marketing and sales management and frameworks for responding effectively to them
Best practices, concepts, tools, and techniques for managing marketing and sales activities
Applying marketing and sales theories to the real-world issues delegates face including balancing demand and supply, understanding and responding to buyer behaviors, and relationship building
Verbal and non-verbal skills for managing teams for peak performance
Align sales and marketing Initiatives within the organization
Develop sales and marketing strategies and programs to build a competitive advantage
Improve the sales recruiting, interviewing, and hiring process
Integrate social media marketing with traditional marketing activities
Use the marketing mix to increase business development opportunities
Adjust their marketing, communication, and selling styles to that of people from other cultures
This course combines presentations that share both theory and industry best practices with practical sessions in accordance with adult learning and blended learner-centered principles. The participants will have opportunities to put into practice the skills they develop and enhance during the course. We make the most of small and whole group exercises, videos, case studies, peer exchange, brainstorming, role plays, and discussions, and spending time working one-on-one and in small groups to resolve the challenges participants face. They will leave with new ideas and skills they can implement immediately; they step back into their teams.
Enhanced capabilities and professionalism among marketing and sales leaders
High levels of customer satisfaction and loyalty resulting in reduced customer churn
Increased revenues through higher sales effectiveness and marketing impact
Improved morale, performance, and retention in the sales and marketing teams
Streamlined recruiting and interviewing process
More effective deployment of marketing and sales resources, including budgets, time, and energy of employees
Develop a structured environment and ethical working practices in your team
Help team members develop their skills and abilities
Priorities resources – people and budgets
Understand the financial aspects of public relations
Get the best from external suppliers
Win respect internally and externally
Gain internal and external allies to help you achieve your objectives
Improve your management expertise & performance
This course is for business development, sales, and marketing professionals who are looking to progress their leadership and management capabilities. They will currently have supervisory positions and be preparing for promotion to a more demanding role.
Regional Sales Managers
Sales Directors
Account Managers
Account Executives
Customer Relationship Managers and Executives
Telephone Sales Managers
Sales Executives
Online Sales Managers
Sales Executives
Sales Engineers
Sales Trainers
Customer Service Managers and Advisors / Agents
Business Development Managers and Executives
Marketing Strategists and Planners
Creatives and Content Management Specialists
Digital Brand Management, Digital Marketing, Social Media and SEO specialists
Researchers
Data Analysts
PR, Public Affairs, Media Relations, Community Relations, and Reputation Management Professionals
Creating the Marketing Team
Needs, Structure, Recruitment, and Induction
Developing Team Members’ Capabilities through Mentoring and Providing Challenges
Setting Clear Priorities
Selecting, Explaining, and Winning Support for Team Goals
Techniques for Setting and Managing the Marketing Budgets
Monitoring, Evaluating, and Reporting the Financial Performance of Marketing
Developing and Sustaining Relationships with External Suppliers
Photographers
Printers
Agencies
Directing Insights
Researching Markets, Analyzing and Forecasting Customer Demand
Encouraging Customer Centricity
Connecting with Customers
Developing Long Term Win-Win Relationships
Strengthening Brands
Image, Positioning, Lines, and Families
Maximizing Revenues and Profits through Effective Product Life Cycle Management
Integrated Marketing Communications
Online and Offline Activities
Campaigns
Ensuring Value along the Distribution Channels, whether Vertical, Horizontal or Integrated
Choosing between the Types of Sales Roles from Creating Demand to Delivering Products
Setting Sales Force Objectives
Prospecting, Selling, Servicing, and Allocating Products During Shortages
Strategies for Deploying Salespeople Strategically in Response to Customer Needs, Competitors’ Actions and Marketplace Changes
Options for Structuring the SalesForce, Depending on Type of Customer and Product Lines
Developing an Attractive Sales Force Compensation Plan that Provides Essential Regular Income plus Incentives for High Performance
Planning: Forecasting and Projecting Sales for Management Information Systems Reporting
Understanding the Key Principles of Personal Selling – Sales Tactics, Negotiation, Relationship Management
The Characteristics of Highly Motivated and Competent Salespeople
Encouraging Ongoing Learning and Development for Mastering Sales Capabilities
Directing Sales Representatives through Setting Targets for Contact with Prospects and Customers
Motivating Salespeople to Do Their Best through Relationships and Incentives
Evaluating Individual Sales Performance and Giving Good Feedback that Leads to Improved Performance
Time Management Strategies for Prioritizing, Staying on Task, and Becoming More Efficient
Giving Feedback
Understanding when and how to provide constructive feedback, so it is useful and helpful
Facilitating Discussion and Debate
Ensuring everyone contributes and respects different viewpoints
Enabling Collaboration
Sharing and encouraging others to share ideas and information
Creating Respect for Others
A cohesive team with mutual respect
Managing Effective Meetings
Aiming for a commitment, not just an agreement
