Timed for your convenience.

Call for more informtion.

The Strategic Sales Leaders Workshop
Read the full brochure here

Purpose
The purpose of this two day workshop is to get up to date on a complete list of the knowledge and tools essential for excellent sales management performance in the 21st century.

The program is intended to provide an opportunity to build on the Knowledge-Based Selling and Key Account Management knowledge and tools you acquired at York University's, Schulich Business' School Executive Learning Centre or similar programs.  Many of you have been promoted to sales management since attending the above programs or have ambitions to move into sales management.

Sales management is a different career path than direct selling to clients, and it's not for everyone. This program will provide you with an opportunity to understand the priorities for outstanding success as a sales manager and to learn new skills and share experiences with other sales people and sales managers who face similar challenges.

The objective of this program is to improve strategic sales leadership and accelerate business growth and profitability. It is really important to understand that the sales manager creates the world of the sales person and that great sales people don't have to work for poor sales managers.

Approach
The approach is a two day series of workshops during which six to ten people will share their knowledge, skills and experiences and flesh out some of their companies' sales plans and practices in more depth. The program will be preceded by a two week reading period to get up to date on some of the recently published strategic sales leadership knowledge and practices.

Topics
The list of topics is open to the needs of specific clients but will initially focus on:

• 21st Century strategic issues in sales management

• Developing an entrepreneurial sales force

• Achieving peak sales force performance

• Developing customer relationship strategies

• Leveraging strategic account strategies

• Designing strategic sales compensation systems

• Getting and keeping the best sales talent

• Encouraging sales force teamwork

Registration
This program is designed to be offered both publicly and in-house. 

Client investment for this program is $1100 plus GST. The fee includes all text materials and refreshments during the program. Payment is due prior to attending the program. 

Please register by e-mail  and a confirmation and program billing will be sent by return email. Or call Brian Harrison Smith at 905-206-0066.

Timed for your convenience.

Call for more information.

The Advanced Knowledge-Based Selling Workshop
Read the full brochure here

Purpose
The purpose of this two day workshop is to enhance your Knowledge-Based Selling knowledge, skills and toolkit with the latest tools now recommended by today's sales process management experts

The program is intended to provide an opportunity to build on the Knowledge-Based Selling knowledge and tools you acquired at York University's, Schulich Business' School Executive Learning Centre or similar programs. It is also an opportunity for sales professionals to involve their cross-functional colleagues in a working session on the knowledge-based selling process. This will position them with more in-depth knowledge to participate and support the process.

The objective of this program is to improve strategic sales effectiveness and accelerate business growth, boosting each sales person's success.

Approach
The approach is a two day series of workshops during which six to ten people will share their knowledge, skills and experiences and flesh out some of their companies' sales growth plans in more depth. The program will be preceded by a two week reading period to get up to date on some of the recently published sales process management knowledge.

Topics
The list of topics is open to the needs of specific clients but will initially focus on:

• What customers think about

• What customers really want

• How customers perceive value and risk

• The value of customer relationships

• The sales process redefined

• Anatomy of the buying decision

• Reverse-engineering the sales process

• Elevating the buying process

• Accelerating the buying process

Registration
This program is designed to be offered both publicly and in-house. 

Client investment for this program is $1100 plus GST. The fee includes all text materials and refreshments during the program. Payment is due prior to attending the program. 

Please register by e-mail  and a confirmation and program billing will be sent by return email. Or call Brian Harrison Smith at 905-206-0066.

Timed for your convenience.

Call for more information.

The Advanced Strategic Account Management Workshop
Read the full brochure here

Purpose
The purpose of this two day workshop is to enhance your key or strategic account management knowledge and toolkit with the latest tools and approaches being recommended by the Strategic Account Management Association and other Knowledge Leaders.

The program is intended to provide an opportunity to build on the Key Account Management & Client Development knowledge and tools you acquired at York University's Schulich Business' School Executive Learning Centre or similar programs. It is also an opportunity for strategic account managers to involve their cross-functional colleagues in a working session on strategic account management. This will position them with more in-depth knowledge to participate and support the process.

The objective of this program is to improve strategic account management effectiveness and accelerate joint growth of key suppliers and accounts.

Approach
The approach is a two day series of workshops during which six to ten people will share their knowledge, skills and experiences and flesh out one or two of their companies' key account plans in more depth. The program will be preceded by a two week reading period to get up to date on some of the recently published key account management knowledge.

Topics
The list of topics is open to the needs of specific clients but will initially focus on:

• How current market conditions are changing strategic supplier and strategic account relationships and priorities

• Selecting strategic accounts

• Building detailed client profiles

• Understanding the forces that drive each of the key individuals in the relationship

• Developing unique value propositions as seen from the client's perspective

• Restructuring sales to bring greater value to clients

• Tailoring unique client relationship building programs

• Understanding the new priorities when adding a global perspective to key account management

• Assessing strategic client profitability in depth

• How and why you need to fire non-profitable accounts

• Understanding the strategic competitive benefits of captive accounts

• Working with strategic accounts to identify unique market segments with minimal competition

• Building account teams and getting cross-functional people onside to support strategic accounts

• Ongoing education priorities for members on strategic account teams

Registration
This program is designed to be offered both publicly and in-house.

Client investment for this program is $1100 plus GST.  The fee includes all text materials and refreshments during the program.  Payment is due prior to attending the program. 

Please register by e-mail  and a confirmation and program billing will be sent by return email. Or call Brian Harrison Smith at 905-206-0066.