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High-Impact Sales Strategy in a Digital World 

  • Private University
  • Institute Icon240 acre campus
  • Estd. 1851

High-Impact Sales Strategy in a Digital World
 at 
Northwestern University 
Overview

Establish segmentations and growth priorities that result in winning sales strategies

Duration

9 days

Start from

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Total fee

7.18 Lakh

Mode of learning

Online

Official Website

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Course Level

UG Certificate

High-Impact Sales Strategy in a Digital World
 at 
Northwestern University 
Highlights

  • Earn a certificate of completion from the Northwestern Kellogg
  • Learn from expert faculty
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High-Impact Sales Strategy in a Digital World
 at 
Northwestern University 
Course details

Who should do this course?
  • For Chief sales officers
  • For Vice presidents and directors of sales, sales strategy, sales operations, and sales force effectiveness
  • For Chief commercial and marketing officers, vice presidents and directors of marketing and commercial effectiveness
What are the course deliverables?
  • Develop B2B value proposition strategies that achieve critical differentiation, facilitate effective sales force execution and deliver mutual value
  • Design field, inside, digital and indirect sales forces and channels for strategic advantage
  • Develop a digital journal to enhance sales force effectiveness
  • Create key accounts programs that maximize mutual value with your most important customers
  • Modernize the sales and customer engagement process to address changing buying preferences and drive differentiated value and superior customer experience
  • Drive implementations that result in execution advantages
More about this course
  • In this comprehensive program, our faculty of seasoned practitioners and thought leaders will guide you through an in-depth exploration of leading sales strategy practices for maximizing profitable organic growth in today's B2B selling environment
  • In addition, the COVID-19 pandemic has accelerated virtual and digital trends, creating new challenges and new opportunities
  • This program focuses on the sales strategy decisions that most impact revenue and profit growth and precede tactical decisions related to sales force management and operations
  • You'll come away with a deep understanding of how to develop and implement a holistic sales strategy for maximum impact

High-Impact Sales Strategy in a Digital World
 at 
Northwestern University 
Curriculum

Creating a Go-to-Market Strategy

Understand how segmentations and growth priorities result in winning sales strategies

Move beyond elevator pitches to create compelling B2B value propositions

Incorporate digital into your integrated go-to-market model

Modernize the sales process to drive differentiated value

Optimizing Channels and Sales Force Structure for Strategic Advantage

Review leading trends in channels mix and design

Design field and inside sales forces

Create or enhance a key accounts program

Design and implement indirect channels

Driving Transformational Change

Develop effective roadmaps

Identify and address critical implementation issues

Review best practices for managing and leading transformational change

Faculty Icon

High-Impact Sales Strategy in a Digital World
 at 
Northwestern University 
Faculty details

Mike Moorman
Academic Director; Adjunct Lecturer of Executive Education; ZS Principal, B2B Sales Strategy and Transformation Practice Leader
John DeSarbo
ZS Principal, Sales Channel Strategy and Management Practice Leader

High-Impact Sales Strategy in a Digital World
 at 
Northwestern University 
Entry Requirements

Eligibility criteriaUp Arrow Icon
Conditional OfferUp Arrow Icon
  • Not mentioned

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High-Impact Sales Strategy in a Digital World
 at 
Northwestern University 
Contact Information

Address

633 Clark Street, Evanston, Illinois-60208, USA
Evanston ( Illinois)

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