Future-Proof Your Sales: Navigating the
Changing Landscape for Success (2-Day)
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Home / Sales Mastery / Future-Proof Your Sales: Navigating the Changing Landscape for Success (2-Day)
*Classroom-based Learning* OR *Online Learning*
In today's competitive landscape, simply showing up and selling features and benefits isn't enough. To truly resonate with C-suite executives and clients today, sales professionals need to transform their approach. This intensive workshop equips and transforms you with the skills and strategies to have impactful and compelling conversations that build trust, credibility, and ultimately, close deals.
Participants will acquire crucial skills and insights essential to thrive in today's dynamic business landscape. This 2-day workshop focuses on developing a customer-centric mindset by shifting from product-centric transactional thinking to understanding customer challenges and aligning solutions with strategic goals. Participants will also master strategies for engaging with C-suite executives, building credibility, and holding captivating Points of View (POV) conversations to foster stronger connections with top decision-makers.
Lastly, participants will also understand and optimise AI in their sales to achieve their desired outcomes.
Key Benefits
- To equip participants with the knowledge to differentiate and tailor their sales approach and offerings effectively in a competitive market
- To enhance participants' skills in building and maintaining strong, trust-based relationships with clients
- To provide actionable strategies for value creation and storytelling that resonates with diverse customer needs
- To foster a consultative customer-centric selling approach that positions the sales professional as a trusted advisor
- To understand the core functionalities of AI in sales and identify key areas where it can boost sales efficiency
Course Contents
Customer Insights
- Understand and appreciate what customer insights and acumen really means
- How to research your customer strategy, management and finances
- How to use your new insights to differentiate your customer engagements
Industry Insights
- Understand your customer industry and hold industry relevant C-Suite conversations using proven frameworks and techniques
Working backwards to Big Ideas and Compelling Points of View
- From your newly acquired customer and industry insights, develop Big Ideas about their business
- Craft compelling, insightful and disruptive Points of View (POV) about your customer and their business that will differentiate you
Story Telling
- From insights, big ideas and POVs, create an impactful 7-step story that compels and connects
- Use whiteboarding and visuals to stand out
- Practical individual and group activities around each step of the story
Customer Journey
- Understand what a customer journey looks like and where and how you can add value to them at every step
- Understand your own sales journey and how AI can help you in terms of Automating some sales processes and activities, Lead Generation and Qualification, Customer Insights and Personalisation, Sales Coaching and Mentoring
Customer Success
- Understanding what your customer success looks like and how you can play a part in it
- Understand and apply the Account Planning process to ensure your success is programmatic and not a one-off
- Build a compelling and live Account Plan, with the use of AI
Who Should Attend
This workshop is tailored to sales professionals, account managers, sales managers and leaders looking to enhance their sales techniques and strategies.
*This workshop is customisable to suit organisational needs. Please contact us for exclusive and attractive corporate rates.
Trainer
With over 30 years of experience in sales, account management, and consultancy across the financial and Telco/IT sectors, Chang Tou Yuen is passionate about helping businesses and individuals tackle their unique challenges. As a consultant, coach, and facilitator, he had conducted bespoke workshops globally, emphasizing transformational sales strategies, customer-centric approaches, and soft skills. His clients include industry giants like AWS, Globe Telecom, and Atlassian. Notably, he had been an active facilitator for AWS, focusing on their Enterprise Account Management team and delivering impactful workshops. Additionally, he led sessions for Omantel, contributing to their sales excellence. His expertise spans account management, sales, leadership, and customer service across high-tech, IT distribution, telecommunications, and financial sectors.
