Sales Planning and Targeting to Unlock Sustainable, Profitable Sales Growth

A practical, step-by-step guide to planning your B2B sales strategy, targeting and prospecting, packed with examples based on Mike Kingston’s in-company training for over 450 UK or international companies.

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Watch the sample lessons 1.1, 1.2, 1.3 and lesson 2.6. Just click and watch.

Price £180.00 (includes tax)
One student access for one year

“I want to thank you again for such an engaging, relevant and insightful training session. Superlatives are used all too often in this day and age, but your training was truly outstanding.”

Luke Cottam, Account Manager, Essential Computing. 2013 – 2020 . Current: Cloud Business Manager, Veritas Technologies LLC

Course Description

The course mirrors the UK Government sponsored two-day sales planning course Mike originally ran for several city Chambers of Commerce and in-company.

The course delivers a significant and almost immediate increase in new, high quality, profitable customers for commercial and industrial b2b businesses that have not planned their sales and marketing strategy customer centrically, specifically to target and win their best match, high value prospective customers.

The course videos, and the planning activities, teach you and your sales and marketing teams how to focus on targeting and approaching prospective customer that will give you the best opportunity to increase your new sales and, at the same time, increase your sales profitability. How is this possible? Watch the introduction video above and the first three sample lessons, completely FREE on the Lessons page and judge for yourself.

What can you reasonably expect to achieve?

You can reasonably expect 20% to 30% of additional new sales income, with a higher profit margin, when you apply this sales planning and prospect approach. And with no increase in staff. And with no extra investment in your sales or marketing needed. That means higher sales with a lower unit selling cost! Simply though better prospect targeting and more focused and effective marketing and selling.

24 Step-by-step videos take you through the planning

This course first guides you through a proven outcome-centred segmentation and targeting approach that identifies your best-match prospective customers and how you win them. It then guides you and your sales and marketing teams to develop highly effective sales and marketing strategies, messaging and approach tactics, specific to securing each of your target customer groups.

Frequently asked questions

Actioning the results from the planning takes a cautious, no risk, toe-in-the-water approach to safeguard current or pipeline sales. The planning activities guides your planning team to identify and group prospective customers that are the best match to your business and growth plans. It then details how you win these customers.

The course costs £156.00 (tax included) for one year access for one person. However, you will need to invest planning time when you carry out the various activities. These include the time spent viewing 24 video lessons, each between three and eight minutes. The cost of running your team planning sessions that can take two full days. Revising your sales and marketing assets and rolling out your final plan may also incur time and costs. However, these costs are recovered quickly from your increase in sales and profit.

Your new sales opportunities increase almost immediately after actioning the planning activities. However, your increase in converted sales depends on your industry’s typical lead time to delivery.

The course planning activities focus and equip your sales and marketing teams to win better matched, more profitable, loyal customers, in particular securing high value customers that currently buy from rival suppliers.

The increase in sales is achieved though improved prospect targeting and more focused and effective marketing and selling by your current staff. No extra staff, sales or marketing costs are required, unless you are planning for exceptional growth.

Your average unit selling cost reduces as you win more new customers from your current sales and marketing resources. This boosts your profit margin. Alternatively, it gives you greater pricing flexibility. Perhaps both. You choose.

Businesses across many different sectors have used this sales planning and targeting approach to replace marginal and loss making accounts with new, profitable customers, and with no risk to their current of future sales income.

This training gives new sales recruits the focus and sales messaging to prospect more confidently and achieve their target sales faster and more sustainably. You have fewer costly, new recruit casualties. An important safeguard especially when you promote your own staff into sales roles.