Developing a sales strategy which delivers competitive advantage

Duration: 48mins - As a result of joining this event, you will learn what makes a great sales strategy and how to communicate and sustain your strategy with leaders and sales colleagues. This will enable you to build a strategy at the account or organisation level and focus available resources and efforts to deliver greatest value for you and your clients.

Credit CPDEx:1.0

Tag(s) Business, Leadership, Self, Core, English, Level 4, Level 5, Field Sales (territory or product focused), Sales Manager (first line), Sales Leader (second line +), Collaboration and Relationships, Change Management, L3C1, L3B3, L3C3, L3C5, L3B4, L3C4, L4B4, L4C6, L4C8, L4B3, L4C2, L4C9, L4C3, L4B6, L4C7, L4B1, L4B2, L4B7, L4C1, L6B1, L6B2, L6C1, L6L1

Developing a sales strategy which delivers competitive advantage

Description

Recommended audience

Sales leaders
Professional sellers working with major accounts
Account managers
Business strategists

Type of audience

UK and International

Description

Organisations often talk about "a strategic approach" without really understanding what it might mean. For many, "strategic" has become a synonym for important.

In business to business (B2B) sales, strategy is frequently ill-defined. It focuses on the sales targets to be achieved (the what) without focusing on the organisation, resourcing, planning, and focus required to achieve these goals (the how).

In this session, Robin Hoyle from Huthwaite International will share some of Huthwaite’s 50 years of research into how successful organisations create strategies which enable high performance and deliver shared value in complex accounts.

Key takeaways

Clarity about how to plan to win in complex and major accounts.
A checklist for creating a strategy which works, by deploying available resources with strategic intent.
How to gain buy-in for your strategy and sustain focus from leaders and sales colleagues.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

Robin Hoyle FLPI, Head of Learning Innovation, Huthwaite International

Robin is head of learning innovation at Huthwaite International. He has been a founder, director and sales director of several innovative businesses. He is the author of two books, a regular broadcaster and a blogger. He hosts a podcast called Workplace Learning Matters and is chair of the biannual World of Learning conference in London and Birmingham.

In 2021 and 2022 Robin was named as one of the 15 most influential people globally, working in learning and development (L&D), and one of the 25 L&D experts to follow.