Strategic Sales
Develop a clear and actionable sales strategy for today’s important sales opportunities
Who benefits?
- Skilled salespeople looking to reach the next level of productivity
- Salespeople with key account or high level growth objectives
- Sales managers assisting their teams with strategic development
Walk away knowing how to:
- Accurately judge the potential of a sales opportunity
- Determine which of the three sales strategy models best fits your sales task
- Discover the differences between “information gathering” and “strategic analysis”
- Develop a simple and actionable sales strategy (during class for immediate, real-world peer feedback)
- Optimize the five components of change to more successfully implement your strategy
- Increase your personal influence using six simple tools
- Demonstrate how your price positively impacts client goals
- Deliver high-credibility presentations that rivet the client’s attention on you, not your slideshow
Faculty
Tony Nagle
Tony Nagle is president of A.G. Nagle Company, a training and development firm specializing in negotiation and sales strategies. Known nationally as a negotiations expert, Tony has trained more than 15,000 people from industries ranging from manufacturing to banking to telecommunications. He works on negotiation problems in sales and marketing and consults on mergers for Fortune 500 companies.
Chuck West
Chuck West is director of the sales and sales management program for Executive Education at the University of Wisconsin’s School of Business. Chuck held sales and marketing positions at Ford, Honeywell, 3M, and West and Associates Consulting in St. Paul for 20 years.
Schedule
8:15 a.m. – 5:00 p.m. each day
“The benefits of this course far outweigh the costs. Immediate impact.”
Keone Liddell, Sales, Longview Fibre Company, Beaverton, OR
“I thought this was a very innovative way of approaching the customer. Being smarter — strategically thinking — and bringing more to the table is an obvious need and very valuable.”
Dave Herold, Regional Sales Manager, Wind Mill Slatwall Products, Sheboygan, WI
“I had very high expectations of the programs presented by UW Executive Education. This session did not let me down and I’d highly recommend it to others trying to improve their sales skills.”
Todd Canham, Product Manager, Wilddeck Mezzanines, Inc., Waukesha, WI
The University of Wisconsin-Madison, as a member of the University Continuing Education Association (UCEA), authorizes this course for 2.4 Continuing Education Units (CEUs) or 24 hours.