Sales Growth

Offered byeCornell

Sales Growth
at
eCornell
Overview

Develop conceptual skills through Sales Growth course

Duration	3 months
Start from	Start Now
Total fee	₹3.26 Lakh
Mode of learning	Online
Official Website	Go to Website
Credential	Certificate

Sales Growth
at
eCornell
Highlights

Earn Sales Growth Certificate from Cornell Johnson Graduate School of Management
Get 40 Professional Development Hours (4 CEUs)
Timely doubt resolution by faculty experts
Real-World Projects

Sales Growth
at
eCornell
Course details

Skills you will learn

Negotiation Sales Sales Management Account Planning Accounting Business Development

Who should do this course?

For Sales representatives
For Sales managers
For Account managers
For Organizational leaders who want to better understand sales team strategies

What are the course deliverables?

Find the right pockets of growth in your market
Identify top opportunities
Segment customers to focus your search for better sales growth
Manage and maximize your time spent selling
Develop the skills to prioritize accounts
Tailor value proposition to specific customers
Drive growth through account planning
Conduct an effective sales call to negotiate maximize value

More about this course

This five-course certificate provides sales managers with the skills needed to build an actionable roadmap for driving sales growth
Learn how to conduct micro-market analysis to find hidden and unique opportunities, discover strategies to streamline students go-to-market process to increase face time with the highest-priority clients, and focus their value proposition for higher conversion rates

Sales Growth
at
eCornell
Curriculum

Discovering Sales Growth Opportunities

Segmenting your customers

Finding pockets of growth in your market

Identifying top prospects

Managing your sales funnel

Getting the Most From Your Sales Efforts

Prioritizing your accounts

Aligning your efforts with your highest-value opportunities

Maximize your time spent selling

Winning With Your Key Accounts

Assessing your key accounts

Tailoring your value proposition to specific customers

Driving growth through account planning

Sales Negotiation to Maximize Value

Conduct an effective sales call

Drive value beyond price

Negotiate to maximize value

Managing Sales Performance for Growth

Establish clear sales metrics, accountabilities, and targets

Track and manage sales performance

Coach to the sales metrics

Sales Growth
at
eCornell
Faculty details

Homayoun Hatami

Homayoun is the managing partner for McKinsey’s France offices and a senior partner of the firm. He works alongside his clients bringing McKinsey’s latest innovations in digital, design, and analytics to help achieve above-market growth. Homayoun’s client work covers a broad range of industries and geographies, such as high tech, media and telecommunications, and industrial and consumer companies in Asia, Europe, and the United States.

Maria Valdivieso

Maria is a director of knowledge in McKinsey & Company’s Marketing & Sales Practice and is located in the Miami office. Maria works with B2B and consumer companies in the United States, Latin America, and Europe to build advanced sales capabilities that drive above?market growth. Over the past ten years, Maria has led research on sales growth, go?to?market strategy, sales capability building, channel excellence, advanced analytics in sales, and commercial transformation.

Adolfo Villagomez

Results oriented manufacturing and distribution executive with a blend of strategy, line management, and transformation experience. Deep expertise across a variety of manufacturers and distributors on growth strategy, business development, due diligence, M&A, performance management, commercial and operational transformations. Respected leader who has built, developed, and mentored highly effective teams