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Broad, Deep & Effective Sales

Objectives

Key Gains Consulting and its affiliates are talent solution companies engaged in providing professional advisory, training, and recruitment services. Key Gains is associated with Antal Corporation and a well-recognized ISO 9001:2015 corporate and professionals training in the MENA region and has contributed to the career success of more than 30,000 students since its founding in 2011. Key Gains MATT is focused on delivering world-class leadership and next-generation technology training to corporates, institutions, and individuals to prepare them for the new era.

  • In our work creating professional sales training programs for top-performing sales organizations, Key Gains MATT Sales Performance has identified and outlined the critical selling skills and behaviors most needed to improve sales outcomes and reduce the duration of the sales cycle. The Connected Selling Curriculum is a deep, broad, and effective solution that helps your sales team learn and apply that critical behavior in the field.
  • Each of the outlines within the curriculum is customized to enhance skills based on the sales stage and complexity of the sale.
  • Key Gains MATT 3D Advantage is based on more than 20 years of sales research and experience with global sales teams. It builds skills across the three dimensions that are necessary for successful selling: Insight, Influence, and Trust.
  • Insight on its own is not enough to create value and grow revenue. You also need to be able to influence customers through strategy and behavioral economics and gain access by building trust. There’s no value in being an ‘Insightful Outsider’.
  • At the same time, sales approaches that focus too much on influencing strategies are vulnerable to the game[1]changing insights. Many conversational tactics can destroy trust. No one likes a ‘Pushy Salesperson’.
  • At the same time, sales approaches that focus too much on influencing strategies are vulnerable to the game[1]changing insights. Many conversational tactics can destroy trust. No one likes a ‘Pushy Salesperson’.

Target Audience

Course Modules

Sales Strategy

  • Consultative Selling
  • Channel Sales
  • Solution Selling
  • High-Stakes Consultative Dialogues
  • Virtual Selling
  • Storytelling Sales

Module 1: Consultative Selling

  • More Rigorous Planning and Preparation
  • Gaining a Deeper Understanding of the Customer
  • Positioning Value that Differentiates
  • Resolving Objections
  • Follow Up & Closing
  • Six Critical Skills for Selling
  • Content Grounded in Behavioral Science

Module 2: Channel Sales

  • Recruit and Onboard Productive Partners
  • Develop Plans for Channel Partner Success
  • Manage and Grow Channel Partners Business

Module 3: Solution Selling

  • A Map for Sales Success
  • Building Sales Pipelines
  • Effective Sales Conversations
  • Establishing Buyer Consensus
  • Collaborating with Buyers
  • Negotiating the Win

Module 4: High-Stakes Consultative Dialogues

  • Asserting a Perspective
  • Aligning Stakeholders
  • Uptiering
  • Content Grounded in Behavioral Science

Module 5: Virtual Selling

  • A Map for Sales Success
  • Building Sales Pipelines
  • Effective Sales Conversations
  • Establishing Buyer Consensus
  • Collaborating with Buyers
  • Negotiating the Win

Module 6: Storytelling

  • Introduction
  • Recording Video
  • Email
  • Seo
  • Social Media

Marketing Strategy

Planning Framework –how strategy fits into the digital marketing plan.

  • Exploring the macro and micro marketing context
  • Analyzing external Factors that define the marketing context
  • Analyzing business and marketing factors
  • Developing SMART objectives
  • Setting different types of objectives
  • Creating financially grounded goals
  • Building a robust marketing strategy
  • The difference between strategy and tactics
  • Overview of the strategy development process
  • Establishing a detailed tactical plan and core metrics
  • Core elements of the campaign delivery process
  • Setting and monitoring KPIs
  • Budgeting for multi-channel campaigns
  • Developing an integrated forecasting model
  • Validating digital investment

Strategy development –from optimized targeting decisions to enhanced Customer Journey planning

  • Exploring segmentation and targeting
  • Customer Profiling and segmentation
  • Building a segmentation matrix
  • The value of RFV and LTV modeling
  • Connecting targeting to a proposition
  • How targeting drives proposition development
  • Approaches to proposition development
  • How propositions drive creative connections
  • Mapping the increasingly complex customer journey
  • The basic buyer behavior model
  • The comprehensive Customer Journey Map
  • How data and technology drive CX

How to build efficient and effective data, channel and creative strategies

  • Developing a customer-centric data strategy
  • Types and sources of digital marketing data
  • How brands capture and use data to drive business
  • How data develops individuated communications
  • Developing an objective channel strategy
  • Core digital channels and their attributes
  • Developing a cost-benefit channel analysis
  • Timing and sequencing digital channels communications
  • Developing an aligned creative strategy
  • How to brief digital creative
  • How to assess digital creative
  • How to maintain creative integrity

Get Download Brochure





    Program Schedules : Session Starts From

    9th July 2021

    Online Live

    23rd July 2021

    Classroom

    Certification (Broad Deep & Effective)

    Key Gains Consulting and its affiliates are talent solution companies engaged in providing professional advisory, training, and recruitment services. Key Gains is associated with Antal Corporation and a well-recognized ISO 9001:2015 corporate and professionals training in the MENA region and has contributed to the career success of more than 30,000 students since its founding in 2011. Key Gains MATT is focused on delivering world-class leadership and next-generation technology training to corporates, institutions, and individuals to prepare them for the new era.

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