Description

Course Overview

In today's competitive and fast-evolving marketplace, sales teams must move beyond traditional techniques to stay ahead - combining strategic thinking, strong customer relationships, and digital fluency. Many sales professionals, however, lack structured training in modern methodologies and AI-driven tools, leaving organisations exposed to inconsistent performance and missed growth opportunities.

This practical programme addresses that gap by equipping sales professionals and business leaders with the mindset, methods, and technology needed to accelerate sales performance. Built around the "Acceleration" methodology, the course explores the strategic pillars driving sales growth - from communication, prospecting, and objection handling to closing techniques, customer retention, and the integration of artificial intelligence in marketing and CRM systems.

Through a blend of theory, real-world case studies, and hands-on AI exercises, participants leave with practical tools to achieve measurable improvements in sales outcomes, customer engagement, and overall business agility.

Training Objectives

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

• Apply the "Acceleration" methodology to identify and strengthen the key strategic pillars driving sales growth within their organisation.

• Develop structured, customer-centric sales plans - from prospecting and lead qualification to persuasive presentations and effective closing.

• Handle customer objections and negotiations confidently using proven, real-world tested techniques.

• Build stronger client relationships through ethical, empathetic, and emotionally intelligent communication.

• Leverage AI-powered tools and CRM platforms (e.g., MamaCRM) to enhance lead nurturing, marketing alignment, and sales efficiency.

• Integrate marketing and sales efforts to create a unified, synergistic approach to customer acquisition and retention.

• Design follow-up and customer service strategies that improve loyalty and long-term account value.

• Evaluate personal and team sales performance, using feedback and self-assessment to drive continuous improvement.

• Translate training insights into a concrete, actionable sales growth plan aligned with individual and organisational goals.

Training Outline

The "Acceleration" Growth Methodology

• Diagnosis Phase

• Improvement Phase (Strategy, Marketing, Sales, Financials)

• Organisation Phase (Human Resources, Leadership & Culture, Organisational Structure, Processes, Technology & Innovation, Continuous Improvement)

• Interactive Mapping Exercise

Understanding Sales

• Definition of Sales

• The Complete Sales System

• Approach & Sales Process

• Techniques and Tools

• Buyer Persona Analysis

• SWOT Analysis

• Customer Journey and Touchpoint Mapping

Prospecting

• Identifying Leads

• Qualifying Leads

• Lead Scoring

Presentations that Sell

• Key Elements of an Effective Sales Presentation

• Capturing Attention and Building Trust

• Storytelling and Persuasion

• Peer Feedback Exercise

Handling Objections

• Common Objections and Solutions

• Interactive Resistance Scenarios

• Role Play: Objection Management

• Reflection and Feedback

Closing the Sale

• Closing Approaches and Techniques

• Psychological Triggers

• Knowledge Check Quiz

Follow-Up & Customer Service

• Effective Follow-Up Methods

• Managing Existing Customers

• Customer Retention and Loyalty

• CRM-Based Follow-Up Automation

Sales Secrets & Urgency Creation

• Creating a Sense of Urgency

• Ethical Persuasion vs. Pressure Tactics

• Designing Action-Driving Messages

Marketing & Sales Synergy

• Role of Marketing in Supporting Sales

• Core Marketing Concepts

• AI-Driven Marketing Insights

Artificial Intelligence in Sales

• Introduction to AI

• AI Applications in Sales & Marketing

• Hands-On Demo (MamaCRM)

• Designing an AI Workflow for Lead Nurturing

• Future Trends in AI Sales Enablement

Communication Excellence

• Verbal and Non-Verbal Communication

• Written Communication Techniques

• Emotional Intelligence & Empathy

• Ethical Communication Practices

• Technology and Communication

Action Planning

• Personal Sales Growth Goals

• Action Planning Tools

• Peer Review and Accountability

Who Should Attend

This course is ideal for:

• Sales and marketing professionals across sectors

• Account managers and business development executives

• SME owners and entrepreneurs

• Customer relationship and key account managers

• New or experienced salespeople seeking structured improvement

• Sales team leaders looking to enhance team effectiveness

Training Style

The programme blends short lectures, group discussions, role plays, and hands-on AI exercises to build both knowledge and practical skills. Learning is reinforced through self-assessment tools, real-world case studies, and interactive simulations. Participants receive personalised feedback throughout, enabling them to immediately apply the "Acceleration" methodology and AI-driven sales techniques to their own workplace.

CPD Recognition

This programme may be approved for up to 12 CPD units in Personal and Professional Development. Eligibility criteria and CPD Units are verified directly by your association, regulator or other bodies which you hold membership.

In-house Training

For groups within the same organisation, this course may be customized to meet any specific needs and delivered in-house.