Strategic sales are inherently complex, requiring the ability to manage lengthy and sometimes intricate processes. Often, success depends on internal collaboration within the selling organization, a deep understanding of the client organization, and building both professional and personal relationships there.
Key Success Factors Addressed in the Lecture:
- Tools and guidelines for prioritizing business clients.
- Mapping client potential and creating a plan for managing ongoing sales efforts.
- Tips and tricks for building a personal, formal, and informal network with key stakeholders in the client organization.
- “Value Selling” – positioning yourself in the client organization as a professional who provides significant added value in every interaction.
- Continuously managing the sales process with various stakeholders in the client organization, while avoiding pitfalls in organizational politics.
- Thoughtful management of all sales stages – from introductory meetings, learning and diagnosing client needs, presenting the added value of proposed solutions, overcoming challenges and objections, to negotiations and closing.
- Multicultural selling: bridging cultural gaps between organizations and countries.
