Strategic Sales: Moving Beyond the Transaction - Bespoke

Course Objectives

By the end of this course, participants will be able to:

• Understand the principles of strategic selling and how it differs from tactical/transactional sales
• Identify and prioritize high-value opportunities
• Align sales strategies with customer business objectives
• Build long-term client relationships through value-driven engagement
• Develop action plans for real sales opportunities

Target Audience: B2B sales professionals, account managers, business development officers, and sales leaders

Module 1: Introduction to Strategic Sales 

• Tactical vs. strategic selling
• The modern B2B buyer journey
• The evolving role of the strategic salesperson

Module 2: Understanding Your Customer’s Business 

• Customer segmentation and qualification
• Researching customer industries and challenges
• Identifying decision makers, influencers, and gatekeepers
• Understanding customer pain points and goals

Module 3: Strategic Opportunity Planning

• Defining high-value opportunities
• Mapping the buying center (stakeholder mapping)
• Opportunity scoring and prioritization tools (e.g., BANT, MEDDIC, SPIN)
• Competitive analysis

Module 4: Consultative Selling Techniques 

• Building trust and credibility
• Asking powerful discovery questions
• Shifting from product features to business value
• Co-creating solutions with the customer

Module 5: Strategic Account Management & Relationship Building 

• Account planning frameworks
• Building long-term relationships vs. closing quick deals
• Delivering value beyond the sale
• Becoming a trusted advisor

Module 6: Action Planning and Commitment

• Applying what you’ve learned to current opportunities
• Drafting a strategic sales action plan
• Peer review and feedback
• Commitments and next steps