High-Impact Sales Strategy, Short Course | Northwestern University | Evanston, United States
4 days
8150 USD/full
8150 USD/full
Tuition fee
Apply date
Start date


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. The High-Impact Sales Strategy programme is offered at the Northwestern University.


In the comprehensive High-Impact Sales Strategy 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


  • 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


  • Full-time
    • 4 days

Start dates & application deadlines

More details
  • START: June 4 at 3:30 PM
  • END: June 7 at 11:45 AM




On Campus

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

  • This program is designed specifically for sales practitioners and leaders. All applications will be subject to review and approval from the program's Academic Director.

Tuition Fee

To always see correct tuition fees
  • International

    8150 USD/full
    Tuition Fee
    Based on the tuition of 8150 USD for the full programme during 4 days.
  • National

    8150 USD/full
    Tuition Fee
    Based on the tuition of 8150 USD for the full programme during 4 days.

Living costs for Evanston

1100 - 1500 USD /month
Living costs

The living costs include the total expenses per month, covering accommodation, public transportation, utilities (electricity, internet), books and groceries.


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