Ever-changing customer needs and buying behavior, coupled with increased competition for value superiority are driving senior executives to seek new and innovative go-to-market approaches. In addition, the COVID-19 pandemic has accelerated virtual and digital trends, and created uncertainty about what is the “new normal” – all resulting in new value proposition, sales channel, sales force structure and customer engagement models that address an increasingly demanding and complex buyer landscape.
In this comprehensive program, our faculty of seasoned practitioners and thought leaders will guide you through an in-depth exploration of leading sales strategy practices for maximizing profitable organic growth in today’s B2B selling environment.
Designed for senior leaders, this program focuses on the sales strategy decisions that most impact revenue and profit growth and precede tactical decisions related to sales force management and operations. You’ll come away with a deep understanding of how to develop and implement a holistic sales strategy for maximum impact.
This program is offered in a live virtual format. Our live virtual programs are built to deliver a rich experience that’s comparable to our in-person programs. You will have the opportunity to engage with our faculty and your peers in live discussions and lecture sessions. You will come away with the tools to navigate and succeed in the new business landscape.
Sales force performance is a key component of your organization’s approach to its overall sales efforts. For a comprehensive view of Kellogg Executive Education’s sales offerings, please see our Executive Sales portfolio.
Lead profitable growth
Please contact us to schedule an advising session
Creating a Go-to-Market Strategy
Optimizing Channels and Sales Force Structure for Strategic Advantage
Driving Transformational Change
Mike Moorman - Academic Director; Adjunct Lecturer of Executive Education; ZS Managing Principal, Sales Business Area; Global Practice Leader, B2B Sales Strategy and Transformation
John DeSarbo - ZS Principal, Sales Channel Strategy and Management
Tim Joyce - ZS Principal, B2B Marketing
Rodolfo Luzardo - Principal, Sales Force Effectiveness, Strategy Consulting and Large-Scale Transformations, ZS
"The faculty team provided theory and practical insights on sales strategy including value creation, sales structure and channel definition and management. This information provided valuable intel, tools and considerations as we evolve our sales strategy and coinciding sales structure to meet our customers needs."
Chief Customer Officer, G.E.T. Enterprises, LLC
"This [program] immersed me in compelling cases that were enhanced by the professors' extensive sales experience and knowledge of key trends. By the end of day one I knew what I needed to do - and by the end of the program I knew exactly how."
Managing Director, Marin's Mexico
"Sales is a complex discipline. The course breaks down the complex into manageable and actionable pieces. I left the course with clarity on the difference between strategic planning vs. strategic thinking, the critical importance of key value propositions and how to bring it all together via an implementation framework."
Senior Vice President, Global Sales Organization, Fairmont Hotels & Resorts
May 10-18, 2021
Start: May 10 at 8:00 AM
End: May 18 at 12:00 PM
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