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Virtual course


This highly interactive virtual course will help you develop a successful career in sales. Using practical tools, techniques and frameworks throughout, the course will help you develop an approach that is both customised to your unique situation and can be implemented with the resources you have available. Understand your own motivation, drive and self-awareness. Explore how to identify customer need, how to deal with objections, how to present your offer in terms of its contribution to business goals, and how to justify the investment. We will also look at what motivates customers to buy, enabling you to build more rewarding relationships. 

Over a six-week period, you’ll join a group of fellow participants for a weekly 90-minute session led by highly experienced sales and marketing practitioner. Each session builds on the previous one to increase your knowledge and build a strategic and tactical sales approach that you can take away and implement. 

Week 1: What will make you succeed in sales? 
Week 2: Setting and agreeing your sales objectives 
Week 3: Sales cycles: Identifying leads and managing accounts 
Week 4: Using customer insight to support your sales approach 
Week 5: Developing your value proposition, and presenting effectively 
Week 6: Measuring success, ROI & reporting to your organisation 

Who should attend?

Sales and/or marketing professionals who wish to become more successful by gaining a structured approach to the sales process. If you have some sales and marketing experience you will benefit from the disciplined approach encouraged in the course. 

Learning outcomes

This course will include the skills and knowledge required to develop the building blocks for a worthwhile career in sales, including: 

Understand what makes a successful salesperson 

  • Identify your personal motivations, and what could hinder you
  • Define features, benefits and solutions 
  • Understand the value of objectives, plans and sales cycles 

Identify sales leads and who to target 

  • Characterise key accounts and how to manage them 
  • Appreciate the value of customer insight how to use it 
  • Using GROW and SPIN techniques to understand customer needs 
  • Understand approaches to reporting and forecasting sales targets 

Develop your listening, speaking and presentation skills 

  • Develop a value proposition, and how to communicate it 
  • Approach negotiation with confidence through planning 
  • Assess closing techniques and the value of customer care. 

Course Dates

Start Date Duration Location
24 Feb 2021 9hrs Virtual
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Course Director

Jon Pope

Jon Pope has worked in sales and marketing for most of his career, spanning the media, pharmaceutical industry, consulting and HR services. He has run businesses, managed budgets, led sales teams, and worked for large and small organisations, including the Virgin Group and the BBC. He also managed a finance team and learned some valuable lessons about finance (and the people who work in finance departments).

Virtual delivery

20/10/2020 (13:00 – 14:30)
27/10/2020 (13:00 – 14:30)
03/11/2020 (13:00 – 14:30)
10/11/2020 (13:00 – 14:30)
17/11/2020 (13:00 – 14:30)
24/11/2020 (13:00 – 14:30)


To speak to one of our Learning Advisors, call us on +44 (0)1628 427360 or complete the form below.

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