Executive Education > Open Programs > Achieving Sales Excellence – Institutional Selling
Achieving Sales Excellence – Institutional Selling
Develop your selling skills to accelerate B2B sales growth
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PROGRAM OVERVIEW
SP Jain’s online training program for Achieving Sales Excellence – Institutional Selling is designed to sharpen the complete sales cycle, from a deeper understanding of Customer Value Proposition to successfully closing the business deals. Participants will have the opportunity to:
- Redesign the sales pitch, sales process and channel strategy to achieve robust sales growth.
- Be equipped with a methodical approach to double the sales revenue in a given geography.
- Create best practices in managing Key Accounts, Channels and SalesForce to set themselves apart from the rest.
Key Highlights
Date
(TBA)
Duration
18 hours
Mode of Delivery
Live online
(Accessible worldwide)
Maximum Batch Size
25 students
(Benefit from personalised learning)
Earn a
Certificate of Completion
from SP Jain
Get SP Jain’s
Executive Education Alumni Status
Program Fee
INR 20,000
(plus taxes)
Avail exclusive
corporate and early bird benefits
Learning Outcomes
- Achieve sales growth by redefining the sales process
- Achieve sales efficiency and effectiveness by managing the process and acquiring the required sales competencies
- Manage the customers' and potential customers' data and develop the process of acquiring new customers
- Manage growth for the existing customers
- Develop customised Customer Value Proposition for each Key Account
Curriculum
Our carefully crafted program content makes your learning practical, relevant and contemporary.
The Achieving Sales Excellence – Institutional Selling program covers the following topics:
- Understanding self and the need to develop learning agility
- Decoding Customer Value Proposition and Insight Selling
- Achieving sales growth by defining an effective sales process
- Developing Key Account Management Program
- Developing channel strategy for achieving sales growth and account/geography coverage
- Doubling the sales
- Capstone Project: Presentation by each participant
How You Will Learn
- Presentation
- Discussion
- Case Studies
- Role Plays
- Application Exercises
Meet the Faculty
RAMU SHANKARRAO
Lead Consultant
Founder and Director, Sangatikarna Corporate Services
Ramu Shankarrao has more than 28 years of experience with significant senior corporate management roles in the healthcare industry, including leading companies like Medtronic and St Jude Medical. He is the Founder and Director of Sangatikarna Corporate Services. In his current role, he works with companies to drive sales and marketing efforts, strategy and organisation growth. He has a diverse client portfolio ranging from Fortune 500 companies to family-owned businesses.
He coaches business owners and professionals towards achieving revenue and profit growth. He spends much of his time coaching senior leaders on how to align their teams for ultimate success. He is a passionate trainer and has conducted training programs for companies like Covidien, Kimberly Clark, Medtronic, Cisco, Abbott, TTK Pharma, Smiths Medical, Kalash Seeds, Alan Electro-systems and Ugam. With skill-building programs, he helps companies develop strong frontline sales team and strategic business unit heads.
He has completed his postgraduate and undergraduate degrees from Karnataka University, India.
Student Reviews
Dharamvir SinghProduction/Quality Engineer, SOLVAY
The course was well organized and structured towards achieving the PMP® certification. It helped me boost my confidence to pass this exam and become a certified Project Management Professional. Dr Vanita Bhoola has been a great trainer because of her interactive teaching skills and years of project management experience. She shares many real-world case studies in class, clears even the smallest of doubts and offers prompt support even after the class.
Rolan D'costa Executive Director, Silver Global Services
Dr Vanita Bhoola’s teaching style is practical and based on her years of study and expertise in all the knowledge areas of project management. She is pleasant and active in her teaching sessions, and I always looked forward to her classes. She is an educator par excellence and a great mentor for life.
Who should attend?
This program is ideal for mid to senior-level sales professionals.
OR
- A high school diploma or an associate’s degree (or global equivalent)
- 60 months leading projects
- 35 hours of project management education/training or CAPM® Certification
Take the Next Step
For more details, or to schedule a personalised consultation, please get in touch with us.
We look forward to working with you towards achieving your learning goals.
About SP Jain
SP Jain School of Global Management is an Australian business school that provides modern, relevant and practical global business education. With campuses in the dynamic business hubs of Dubai, Mumbai, Singapore and Sydney, SP Jain is renowned for offering multi-city undergraduate and postgraduate programs. Year after year, the School has been ranked by reputed international publications such as Bloomberg Businessweek, Forbes, Times Higher Education–Wall Street Journal, The Economist and Financial Times. Globally intelligent and culturally agile, an SP Jain graduate is empowered with the skills and confidence to drive decisions and take on the global challenges of the 21st century.
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