Design the retention and win-back approach for sales pipeline management.
Building Strategies to Manage Sales Pipelines Efficiently
Move sales pipeline management from general awareness to a repeatable, reviewable practice.
📍 Abu Dhabi🗓️ 5 training days📚 4 modules🎓 Accredited certificate
5intensive training days
4scientific modules
8training sessions
32detailed points
Course Overview
A message about sales pipeline management that tries to reach everyone reaches nobody. Activity in this area of marketing and commercial practice is easy to generate and easy to mistake for progress. Participants apply the marketing and commercial practice discipline to their own commercial team throughout, so the output is directly usable. Across sectors, teams that rehearse sales pipeline management outperform teams that only plan it. Improvement in the wider marketing and commercial practice agenda stalls when it depends on one capable individual rather than a defined method. Participants develop a defensible line of reasoning for the choices they make about the practice within marketing and commercial practice. The programme is built to be used, and every section of sales pipeline management it covers ends in something applicable. Participants who influence this part of marketing and commercial practice without directly controlling it will find the content directly usable. It ends with a prioritised list of changes to the marketing and commercial practice capability that the participant is prepared to defend internally.
Expected Learning Outcomes
Structure records of sales pipeline management so that they answer the questions an auditor will actually ask.
Align marketing and sales handover within sales pipeline management so leads are not lost.
Build the positioning for sales pipeline management around a claim competitors cannot honestly make.
Test the organisation's response to sales pipeline management under conditions that are less than ideal.
Assign clear ownership for each element of sales pipeline management across the functions involved.
Test creative and messaging on sales pipeline management before committing budget.
Who Should Attend
Founders and owner-managers running sales pipeline management personally.
Commercial analysts measuring performance of sales pipeline management.
Sales managers leading teams that deliver sales pipeline management.
Managers in small and medium organisations who own sales pipeline management alongside other duties.
Digital marketing specialists executing sales pipeline management.
Staff seconded into improvement work on sales pipeline management.
Course Modules
Sales pipeline management: channels, content and creative
2 sessions · 8 pointsSession 1The handover between marketing and sales in sales pipeline management
- Build the content that answers the buyer's real question about sales pipeline management.
- Record what was learned when sales pipeline management did not go as planned.
- Build the internal briefing that explains sales pipeline management to those affected.
- Agree the smallest change to sales pipeline management that would be visibly useful.
Session 2Choosing channels for sales pipeline management on evidence
- Document the sales process for sales pipeline management so a new joiner can follow it.
- Set out the decisions in sales pipeline management that require sign-off and by whom.
- Define qualification criteria that disqualify quickly in sales pipeline management.
- Define the handover point between marketing and sales in sales pipeline management.
Sales pipeline management: audience definition and segmentation
2 sessions · 8 pointsSession 1Defining the audience for sales pipeline management narrowly enough to matter
- Arrange the handover of sales pipeline management so capability survives staff changes.
- Describe the buyer for sales pipeline management specifically enough to name who is excluded.
- Establish what evidence demonstrates sales pipeline management is under control.
- Agree what will be standardised in sales pipeline management and what will not.
Session 2Qualifying out of sales pipeline management early and without guilt
- Compare cost of acquisition against value in sales pipeline management.
- Set objectives for sales pipeline management in revenue terms with a timeframe.
- Write down the assumptions underpinning the approach to sales pipeline management.
- Build the report on sales pipeline management that answers whether to spend more or less.
Sales pipeline management: measurement, attribution and honest reporting
2 sessions · 8 pointsSession 1Reading the current state of sales pipeline management honestly
- Set out how exceptions to sales pipeline management are requested and approved.
- Script the three most common objections in sales pipeline management and the responses.
- Review whether short-term tactics on sales pipeline management are damaging the brand.
- Write the positioning claim for sales pipeline management and test whether a competitor could say it too.
Session 2Where sales pipeline management typically breaks, and why
- Test the procedure for sales pipeline management against a realistic scenario.
- Distinguish symptoms from causes when sales pipeline management underperforms.
- Structure pricing for sales pipeline management against perceived value.
- Choose the next segment for sales pipeline management and state why it is next.
Sales pipeline management: pricing, value and discount control
2 sessions · 8 pointsSession 1Keeping customers acquired through sales pipeline management
- Map the decision journey for sales pipeline management and mark where the choice is actually made.
- Set the discount authority for sales pipeline management and require justification.
- Name a single owner for each element of sales pipeline management.
- Test creative for sales pipeline management at small scale before full commitment.
Session 2The decisions in sales pipeline management that cannot be delegated
- Record the rationale for each significant choice made about sales pipeline management.
- Map the handovers in sales pipeline management between functions and secure them.
- Draft the minimum viable go-to-market plan for sales pipeline management.
- Identify the data already collected that bears on sales pipeline management.
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.