• 2 days 16 hrs exceptional sales course for the top sales people
  • Case studies and hands-on practice
  • Material includes guidebook, templates and exercises 
  • Course completion certificate
  • Master the art of managing critical sales opportunties and accounts
  • Increase your chances to get buyer approval more frequently
  • II4 is IIBA Endorsed Education Provider (EEP™)

Course Outline


  • ​​Complex selling situations
  • What is a good selling strategy? 
  • Assessing your position
  • Understanding customer’s buying unit
  • Identifying gaps in your situation
  • Assessing buyer’s drives
  • Discovering buyer’s interests
  • Matching to your ideal customer  
  • Opportunity lifecycle stage
  • Setting an account strategy
  • Developing an action plan


Note: The course includes practical workshops to practice the methodology of strategic selling and using the opportunity card. 

Date Location Price

Apr 20 - Apr 22
2 days
09:00 - 17:00
Montreal, QC
2001 University Street
Suite 1700
CAD 1,500
Register

May 25 - May 27
2 days
09:00 - 17:00
Montreal, QC
2001 University Street
Suite 1700
CAD 1,500
Register

Jun 29 - Jul 01
2 days
09:00 - 17:00
Montreal, QC
2001 University Street
Suite 1700
CAD 1,500
Register

Aug 03 - Aug 05
2 days
09:00 - 17:00
Montreal, QC
2001 University Street
Suite 1700
CAD 1,500
Register

Sep 07 - Sep 09
2 days
09:00 - 17:00
Montreal, QC
2001 University Street
Suite 1700
CAD 1,500
Register

Oct 12 - Oct 14
2 days
09:00 - 17:00
Montreal, QC
2001 University Street
Suite 1700
CAD 1,500
Register

Strategic Selling

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​​​Description
This course introduces a proven selling process and action plan to successfully sell solutions to business buyers where purchases involve multiple decisions participants and more professional purchasing effort.

The proposed process provides insights into each sales opportunity and an approach to developing action plans using the opportunity card. It includes identification of the important stakeholders for the sales opportunity, determining their influence and motives, and discovery of necessary information to devise the best sales strategy for that opportunity.


Course Benefits 

Upon completion of the course participants will be able to:

  • Secure approval from multiple decision makers
  • Navigate the internal organization of customers
  • Gain better insights into the important opportunities
  • Allocate resources appropriately for large sales
  • Forecast revenue with greater accuracy


Who Should Attend
Anyone who has role in selling, from the core sales team to senior management, and sales support. 

Want more information? Call +1-514-243-6066

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​​Institute I4 

​​+1-647-977-7596

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