Introduction

  • A Brief History of Corporate Sales
  • Corporate Strategy Overview
  • Aspects of Sales and Marketing
  • Levels of Sales and Marketing Strategy
  • Marketing Strategy Overview
  • Corporate Sales Overview

Understand Sales Value Proposition and Determine Corporate Sales Channels 

  • Understand Sales Value Proposition
  • Determine Corporate Sales Channels

Prepare Organization for Sales  

  • Plan sales Governance
  • Determine Sales Targets
  • Create Marketing Aspects
  • Determine Sales Targets

Training for Corporate Sales 

  • Sales and Negotiation Training
  • Product Training

Sales Process-Prospecting

  • Profile Target Customers and Decision Makers
  • Lead Generation and Qualification

Sales Process-Conversion

  • Needs Assessment for Each Qualified Lead
  • Presentation, Overcoming Objection, and Closer

Account Management

  • Classification of Accounts and Resource Allocation
  • Corporate Accounts Alignment
  • Client Management