Two courses that deliver your plan for rapid sales growth

Sales Planning and Targeting

For planning team members

This course includes the  Customer Centric Selling course elements opposite.

This planning course takes your sales planning team step-by-step through the robust set of planning activities that identify and prioritise your best matched, higher-value prospective customers.

This course includes Customer Centric Selling. Planning team members who study this planning course do not need to study the Customer Centric Selling course

Course contents

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.

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.

How to apply your sales planning to your day-to-day sales prospecting, pitching and selling.  Examples of cold Email and Cold Call.

Customer Centric Selling

For sales and marketing staff not directly involved in the planning

This course mirrors the Customer Centric Selling lessons and examples in the Sales Planning and Targeting course.

It is for all staff who are tasked to manage and action your planning outcomes, but who are not directly involved in the sales planning activities. This course is also an essential part of new sales staff induction training.

Course contents

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.

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.

How to apply your sales planning to your day-to-day sales prospecting, pitching and selling.  Examples of cold Email and Cold Call.