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Overview
In the comprehensive High-Impact Sales Strategy in a Digital World program at the Northwestern University, 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.
Key Benefits
- Establish segmentations and growth priorities that result in winning sales strategies
- Develop B2B value proposition strategies that achieve critical differentiation, facilitate effective sales force execution and deliver mutual value
- Design field, inside, digital and indirect sales forces and channels for strategic advantage
- Create key accounts programs that maximize mutual value with your most important customers
- Modernize the sales and customer engagement process to address changing buying preferences and drive differentiated value
- Drive implementations that result in execution advantages
Programme Structure
Creating a Go-to-Market Strategy
- Learn how to apply a strategic mindset to the sales function
- Understand how segmentations and growth priorities result in winning sales strategies
- Move beyond elevator pitches to create compelling B2B value propositions
- Incorporate digital into your integrated go-to-market model
- Modernize the sales process to drive differentiated value
Optimizing Channels and Sales Force Structure for Strategic Advantage
- Review leading trends in channels mix and design
- Design field and inside sales forces
- Create a key accounts program
- Design and implement indirect channels
Driving Transformational Change
- Identify and address critical implementation issues
- Review best practices for managing and leading transformational change
Audience
- Chief sales officers
- Vice presidents and directors of sales, sales strategy, sales operations, and sales force effectiveness
- Chief commercial officers and vice presidents of marketing and sales, and strategic marketing
- CEOs of midmarket and smaller companies
Key information
Start dates & application deadlines
We did our best, but couldn't find the next application deadline and start date information online.
Language
English
Delivered
On Campus
Campus Location
- Evanston, United States
Disciplines
Management Studies View 173 other Short Courses in Management Studies in United StatesWhat students do after studying
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Academic requirements
We are not aware of any specific GRE, GMAT or GPA grading score requirements for this programme.
English requirements
We are not aware of any English requirements for this programme.
Other requirements
General requirements
Who should attend:
- Chief sales officers
- Vice presidents and directors of sales, sales strategy, sales operations, and sales force effectiveness
- Chief commercial and marketing officers, vice presidents and directors of marketing and commercial effectiveness
Tuition Fees
Living costs
Evanston
United States
1100 - 1500 USD / month
The living costs include the total expenses per month, covering accommodation, public transportation, utilities (electricity, internet), books and groceries.
Funding
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