Plan expansion of complex multi-stakeholder selling into new segments or markets deliberately.
Building Complex Sales Strategies with Multiple Decision Makers
Build a working method for complex multi-stakeholder selling that stands up to scrutiny and survives daily pressure.
📍 Abu Dhabi🗓️ 5 training days📚 4 modules🎓 Accredited certificate
5intensive training days
4scientific modules
8training sessions
32detailed points
Course Overview
A message about complex multi-stakeholder selling that tries to reach everyone reaches nobody. Buyers now complete much of their decision on this area of marketing and commercial practice before speaking to anyone. Mature organisations treat the marketing and commercial practice capability as a standing capability rather than a project that finishes. The difficulty is not agreeing that complex multi-stakeholder selling matters — it is deciding what to stop doing to make room for it. It is appropriate for those preparing to take on wider responsibility for this area of marketing and commercial practice. They gain the ability to sequence improvements to the marketing and commercial practice capability in an order their organisation can absorb. The programme converts complex multi-stakeholder selling from an area of general awareness into a set of repeatable practices. Discussion is anchored to worked examples of the marketing and commercial practice discipline rather than to abstract argument. Work concludes with a self-assessment of the marketing and commercial practice capability that participants can repeat annually.
Expected Learning Outcomes
Plan the handover of complex multi-stakeholder selling so that capability is not lost when key staff move on.
Align marketing and sales handover within complex multi-stakeholder selling so leads are not lost.
Adapt recognised practice on complex multi-stakeholder selling to local constraints without hollowing it out.
Design the customer journey for complex multi-stakeholder selling across the touchpoints that actually influence the decision.
Design the retention and win-back approach for complex multi-stakeholder selling.
Handle the trade-offs in complex multi-stakeholder selling between speed, cost and assurance explicitly rather than implicitly.
Who Should Attend
Digital marketing specialists executing complex multi-stakeholder selling.
Founders and owner-managers running complex multi-stakeholder selling personally.
Members of committees that take decisions affecting complex multi-stakeholder selling.
Sales managers leading teams that deliver complex multi-stakeholder selling.
Business development managers pursuing opportunities in complex multi-stakeholder selling.
Officers preparing reports on complex multi-stakeholder selling for boards or oversight committees.
Course Modules
Complex multi-stakeholder selling: channels, content and creative
2 sessions · 8 pointsSession 1The handover between marketing and sales in complex multi-stakeholder selling
- Compare cost of acquisition against value in complex multi-stakeholder selling.
- Set the discount authority for complex multi-stakeholder selling and require justification.
- Collect evidence on the present handling of complex multi-stakeholder selling before proposing changes.
- Confirm that reporting on complex multi-stakeholder selling reaches the people who can act.
Session 2Protecting the brand while hitting targets on complex multi-stakeholder selling
- Agree the attribution model for complex multi-stakeholder selling and state its known limits.
- Establish what evidence demonstrates complex multi-stakeholder selling is under control.
- Distinguish symptoms from causes when complex multi-stakeholder selling underperforms.
- Select channels for complex multi-stakeholder selling based on evidence, then cut the rest.
Complex multi-stakeholder selling: pricing, value and discount control
2 sessions · 8 pointsSession 1Comparing complex multi-stakeholder selling with recognised practice
- Check that complex multi-stakeholder selling still works when volumes rise unexpectedly.
- Structure pricing for complex multi-stakeholder selling against perceived value.
- Build the internal briefing that explains complex multi-stakeholder selling to those affected.
- Write the positioning claim for complex multi-stakeholder selling and test whether a competitor could say it too.
Session 2The hard cases in complex multi-stakeholder selling and how to reason about them
- Agree the smallest change to complex multi-stakeholder selling that would be visibly useful.
- Build the report on complex multi-stakeholder selling that answers whether to spend more or less.
- Define the trigger that would require complex multi-stakeholder selling to be redesigned.
- Benchmark the organisation's complex multi-stakeholder selling against comparable operations.
Complex multi-stakeholder selling: objection handling and negotiation
2 sessions · 8 pointsSession 1Testing complex multi-stakeholder selling before relying on it
- Script the three most common objections in complex multi-stakeholder selling and the responses.
- Confirm that contractual obligations around complex multi-stakeholder selling are understood.
- Describe the buyer for complex multi-stakeholder selling specifically enough to name who is excluded.
- Set objectives for complex multi-stakeholder selling in revenue terms with a timeframe.
Session 2Pricing complex multi-stakeholder selling on value rather than cost
- Arrange the handover of complex multi-stakeholder selling so capability survives staff changes.
- Measure lifetime value from complex multi-stakeholder selling, not just first purchase.
- Assign responsibility for keeping documentation of complex multi-stakeholder selling current.
- Remove steps in complex multi-stakeholder selling that add effort without adding assurance.
Complex multi-stakeholder selling: qualification and pipeline discipline
2 sessions · 8 pointsSession 1Choosing channels for complex multi-stakeholder selling on evidence
- Establish the boundary of complex multi-stakeholder selling and record what sits outside it.
- Test creative for complex multi-stakeholder selling at small scale before full commitment.
- Agree what will be standardised in complex multi-stakeholder selling and what will not.
- Review whether short-term tactics on complex multi-stakeholder selling are damaging the brand.
Session 2Defining the audience for complex multi-stakeholder selling narrowly enough to matter
- Set escalation thresholds for complex multi-stakeholder selling that work out of hours.
- Define qualification criteria that disqualify quickly in complex multi-stakeholder selling.
- Choose the next segment for complex multi-stakeholder selling and state why it is next.
- Document the sales process for complex multi-stakeholder selling so a new joiner can follow it.
Choose the package that suits you
Silver Package
At least 3 people
USD1,250
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Gold Package
At least 3 people
USD1,850
- 5-night stay in a 5-star hotel
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Complete your registration
We will contact you within one business day to confirm.