Strategic Selling Skills


Aims of the course

This course has been designed to help those with strategic selling responsibility to scope and deliver compelling sales plans which are aligned with the broader business strategy. It will equip participants with the know-how to analyse the performance of their function and to establish a robust strategic plan which will help sales performance within the organisation to further grow and flourish.


Who will benefit from attending?

All individuals with responsibility for a sales department including sales managers, sales directors / executives, senior account managers and senior sales staff.


Reference Nr.:
Experience Level:
Main Group


Participants will learn to:

  • Understand strategic selling options
  • Identify the unique selling point of their organisation and ways in which your organisation might be positioned as the ‘obvious choice’
  • Appreciate customer perceptions and the impact of these perceptions on your competitive position
  • Guide in respect to the development of a strategic selling strategy
  • Understand the need for broader business alignment and integration 


Key topics covered:

  • The sales cycle and the role of a manager within the sales cycle
  • Features and activities of a successful sales manager and sales team
  • Sales channels and channel partners
  • Dos and don’ts in strategic selling
  • Why sales functions lose out on deals or fail to retain clients
  • 4 outcomes: win-win, win-lose, lose-win, lose-lose
  • Competitor analysis and competitive positioning
  • Setting and managing sales targets and sales KPIs
  • Engaging and motivating your team in respect to targets and KPIs
  • Translating your sales plans into a business strategy


What is included?

The majority of our courses are customised and delivered in house.  Our standard fee for customised course delivery over the duration of a day is £950.00, which includes diagnostics, course customisation to ensure the course meets the specific needs of your organisation, materials and delivery to groups of up to 15 people.  This equates to a training investment of £65.00 per head. Certificates are issued upon completion of the training for all participants.