Course Outline

Module 1: Introduction to Corporate Sales & Business Development

• Understanding the modern sales landscape

• Differences between sales and business development

• Case Study: B2B corporate sales strategies

Module 2: Market Analysis & Opportunity Identification

• Researching and analyzing market trends

• Identifying high-value clients and industries

• Workshop: Building an opportunity pipeline

Module 3: Prospecting & Lead Generation Techniques

• Cold calling, networking, and referrals

• Leveraging digital platforms and CRM tools

• Practical Exercise: Creating a prospecting strategy

Module 4: Building Relationships & Consultative Selling

• Active listening and questioning techniques

• Positioning solutions to client needs

• Role Play: Client engagement and trust-building

Module 5: Strategic Sales Presentations & Storytelling

• Structuring compelling proposals and pitches

• Visual storytelling techniques for corporate buyers

• Simulation: Delivering a sales presentation

Module 6: Negotiation Skills for Sales Professionals

• Principles of win-win negotiations

• Handling objections and closing deals

• Case Study: Successful negotiation scenarios

Module 7: Digital Sales & CRM Integration

• Using CRM systems for sales management

• Digital prospecting and automation tools

• Hands-on Exercise: CRM-based sales tracking

Module 8: Key Account Management & Client Retention

• Managing high-value corporate accounts

• Strategies for upselling and cross-selling

• Workshop: Building an account growth plan

Module 9: Sales Team Performance & Metrics

• Setting sales KPIs and performance dashboards

• Motivating and leading sales teams

• Practical Exercise: Designing a sales performance framework

Module 10: Business Development Strategy & Capstone Project

• Integrating sales with long-term business growth

• Partnership building and strategic alliances

• Final Project: Developing a corporate sales & business development strategy