Sales Planning and Targeting

The two planning courses

For all planning team members

Sales Planning and Targeting course

Includes Customer Centric Selling

The Sales Planning and Targeting course has two parts.
Part one teaches Customer Centric Selling, by far the most effective prospecting and selling approach. This is packed with real case studies and examples from across many business-to-business sectors. Part one forms the Customer Centric Selling course (See right) for sales and marketing staff who are not directly involved in the planning activities.

Part two of the course takes you step-by-step through the robust sales planning activities that identify and prioritise your best matched, higher-value prospective customers. Part two includes a detailed planning guide (PDF format) and fillable planning templates in Microsoft Word that you download.

Course contents

Part 1 - Customer Centric Selling

The three lessons in this module first introduce Customer Centric Selling and how it gives you a significant competitive advantage.

The second and third lessons case study a challenging B2B sale and how you structure and write a customer focused sales quotation to win the day.

The three lessons in this module first introduce Customer Centric Selling and how it gives you a significant competitive advantage.

The second and third lessons case study a challenging B2B sale and how you structure and write a customer focused sales quotation to win the day.

Part 2 - The sales planning activities

Lesson one and two of module three start the planning activities by detailing how you identify your best matched, most profitable prospective customers.

The next two lessons case study how a technical services company applied this planning approach to identify and segment their best matched, higher profit prospective customers.

Lesson five case studies how a bookkeeping software company identified and targeted their best matched perspective customers.

The final lesson in module three reveals the most effective way to increase your new customer engagement and win rate.

The first and second lessons of module four dig deep into understanding what encourages prospective customer to choose you. This is taught through three case studies, a supplier of hygiene products, a railway engineering consultancy and a global marine training company.

The third lesson explores how you differentiate and enhance your products or services that are perceived to be similar or identical to those of rival suppliers. A real challenge for your salespeople, especially when your price is higher.

The next set of four lessons provide additional guidance for your planning activities.

The one lesson in this module outlines how to apply your planning outcomes to your day-to-day selling and marketing.

This tends to happen intuitively while the team carry out the planning activities. And while it is tempting to change your sales and marketing during planning, it’s best to leave that until the end.

Part 3 - Applying your planning outcomes

For management, sales and marketing staff who are not in the planning team

Customer Centric Selling course

This ‘Customer Centric Selling’ course mirrors the the first two and last modules of the Sales Planning and Targeting course (See left).

This course is for staff who are not directly involved in the planning activities but have a responsibility for directing, supporting or securing sales.
This course is affordably priced to allow everyone a copy for personal study and revision.
It may also be used in sales induction or presented in a sales training day, to give the sales team the opportunity to discuss the planning outcomes and how the strategies and tactics are best implemented.

Course contents

The Customer Centric Selling course

The three lessons in this module first introduce Customer Centric Selling and how it gives you a significant competitive advantage.

The second and third lessons case study a challenging B2B sale and how you structure and write a customer focused sales quotation to win the day.

The three lessons in this module first introduce Customer Centric Selling and how it gives you a significant competitive advantage.

The second and third lessons case study a challenging B2B sale and how you structure and write a customer focused sales quotation to win the day.