Professional Documents
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Salestrat BR
Salestrat BR
High-Impact
Sales Strategy
in a Digital World LIVE VIRTUAL
“ [This was] a very insightful program that spoke Who Should Attend
directly to many of the challenges faced by sales • Chief sales officers
professionals today. The case studies and examples • Vice presidents and directors
are applicable across multiple industries, for of sales, sales strategy, sales
operations and sales force
companies large and small.”
effectiveness
VP SALES, SENNECA HOLDINGS
• Chief commercial officers and vice
presidents of marketing, sales and
strategic marketing
• CEOs of mid-market and smaller
companies
Program Content
Creating a Go-to-market Strategy Optimizing Channels and Sales Force Structure
• Learn how to apply a strategic mindset to the sales for Strategic Advantage
function • Review leading trends in channels mix and design
• Understand how segmentations and growth priorities • Design field and inside sales forces
result in winning sales strategies • Create a key accounts program
• Move beyond elevator pitches to create compelling • Design and implement indirect channels
B2B value propositions
• Incorporate digital into your integrated go-to-market Driving Transformational Change
model • Identify and address critical implementation issues
• Modernize the sales process to drive differentiated • Review best practices for managing and leading
value transformational change
“ For four days, we exchanged knowledge [with peers] from four continents,
led by knowledgeable teachers, with actual cases that provided [insight]
and matched the exact challenges that I experience in my company.”
HEAD OF SALES, VEDACIT
The Faculty
For this program, Kellogg assembled a dynamic team of highly experienced sales executives, educators and strategic
thinkers to guide you through highly focused content. As practitioners and teachers, they will help you gain the
knowledge and insight needed to transform your sales organization into an engine of growth.
SALESTRAT2021R–SUM
EXECUTIVE EDUCATIONMARKETING & SALES
8:00am – 8:30am CT
Early 8:00am – 10:30am CT
Morning
Course Introduction
Moorman Channel Strategy
In the Digital Age
DeSarbo
8:30am – 10:15am CT The Impact of
Rethinking Digital on Sales
Mid-Morning Segmentation and Mehr
Growth Strategy
Luzardo
10:30am – 12:15pm CT
10:15am – 12:00pm CT
Modernizing the
Late Building a Winning
Sales Process for Today’s
Morning B2B Value Proposition
Selling Environment
Joyce
Luzardo
8:00am – 10:30am CT
8:00am – 10:15am CT
Indirect Channel Design
Early Sales Force Design for
and Programs for
Morning Strategic Advantage
Strategic Advantage
Moorman
DeSarbo
12:15pm – 1:00pm CT
Panel Discussion
Early
Afternoon and Wrap-Up
Moorman, DeSarbo,
Luzardo, Joyce
Learn more and apply: Consult with an Advisor: Northwestern University reserves the right to change
without notice any statement in this publication concerning,
but not limited to, rules, policies, tuition, fees, curricula and
kell.gg/kxsalestrat [email protected] courses. This includes the right to cancel a program at any
time for any reason. In case of a cancellation, the university