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Course Description

INTRODUCTION

This training course enables participants to identify strategies related to customer needs, product development and experience in customer services, determine how the organization can optimize plans to inform and build relationships.  In just a few short years, the internet, and more recently still, social media, has changed the world.  

In today’s competitive business landscape, the synergy between marketing and sales is more critical than ever. 

This comprehensive training course is designed to equip professionals with the advanced knowledge, skills, and tools necessary to excel in both marketing and sales management roles.

Participants will delve into the latest strategies in market research, brand positioning, digital marketing, and consumer behavior. The training course will also cover essential sales techniques, customer relationship management (CRM), negotiation tactics, and performance optimization. Through practical exercises, real-world case studies, and interactive workshops, attendees will gain a deep understanding of how to align marketing efforts with sales goals to drive growth and achieve long-term success.

By the end of this training course, participants will not only be certified as Marketing & Sales Management Professionals but also be fully prepared to implement winning strategies that maximize customer engagement, increase revenue, and enhance overall business performance.

This GLOMACS training course will highlight:

  • Learn proven concepts in Strategy, techniques in Marketing and how to establish a Brand presence online
  • The major decisions marketing and sales leaders face in matching their organizations resources with marketplace realities
  • Current issues in marketing and sales management and frameworks for responding effectively to them
  • Best practices, concepts, tools and techniques for managing marketing and sales activities
  • Applying marketing and sales theories to the real-world issues delegates face including balancing demand and supply, understanding and responding to buyer behaviors, and relationship building
  • Verbal and non-verbal skills for managing teams for peal performance

Objectives

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

  • Understand how to create and develop Marketing Strategies
  • Align sales and marketing Initiatives within the organization
  • Develop sales and marketing plans to build competitive advantage
  • Improve the sales recruiting, interviewing, and hiring process
  • Integrate social media marketing with traditional marketing activities
  • Use the marketing mix to increase business development opportunities
  • Adjust their marketing, communication and selling styles to that of people from other cultures

Training Methodology

This training course combines presentations that share both theory and industry best practices with practical sessions in accordance with adult learning and blended learner-centered principles. The participants will have opportunities to put into practice the skills they develop and enhance during the course. We make the most of small and whole group exercises, videos, case studies, peer exchange, brainstorming, role plays and discussions, and spending time working one-on-one and in small groups to resolve the challenges participants face. They will leave with new ideas and skills they can implement immediately; they will step back into their teams.

Organisational Impact

Impact on the organization from delegates in attending this training course includes the following benefits: 

  • Enhanced capabilities and professionalism amongst marketing and sales leaders
  • High levels of customer satisfaction and loyalty resulting in reduced customer churn
  • Increased revenues through higher sales effectiveness and marketing impact
  • Improved morale, performance, and retention in the sales and marketing teams
  • Streamlined recruiting and interviewing process
  • More effective deployment of marketing and sales resources, including budgets, time, and energy of employees

Personal Impact

This training course will personally benefit the participants to gain or enhance their understanding and knowledge by the following: 

  • Understand Strategy, Planning and how to build successful brands
  • Learn proven techniques for marketing successfully online
  • Help team members develop their skills and abilities
  • Prioritize resources – people and budgets
  • Win respect internally and externally
  • Gain internal and external allies to help you achieve your objectives
  • Improve your management expertise & performance

WHO SHOULD ATTEND?

This training course is for business development, sales, and marketing professionals who are looking to progress their leadership and management capabilities. They will currently have supervisory positions and be preparing for promotion to a more demanding role.

This GLOMACS training course is a suitably wide range of professionals but will significantly benefit: 

  • Regional Sales Managers, Sales Directors
  • Account Managers, Account Executives
  • Customer Relationship Managers, Call Center Sales Managers
  • Sales Executives, Online Sales Managers
  • Sales Engineers, Sales Trainers
  • Customer Service Managers and Advisors / Agents
  • Business Development Managers and Executives
  • Marketing Strategists and Planners
  • Researchers, Data Analysts
Course Outline

Day 1

Strategic Marketing & Innovation

  • Strategic Management - Product Positioning
  • Marketing Planning - The Concepts of Marketing
  • Market and Customer Segmentation - Proposition Building
  • The Science and practice of innovation
  • Disruptive Business Models
  • The creation of unique and compelling value

Day 2

Digital Strategies & Optimal Brand Management

  • Integrating your core messages across multi-platforms
  • What is ‘Content Marketing’? - Creating relevant, compelling content
  • Search Engine Optimization (SEO)
  • The Roles of the Brand Manager - Project Evaluation
  • Brand Strategies - Market Positioning, Pricing, Channel choice & Management
  • Setting and Managing success metrics

Day 3

Operational Sales Management for Peak Performance

  • Setting Sales Force Objectives
  • Planning: Forecasting and Projecting Sales for Management Information Systems Reporting
  • Understanding the Key Principles of Personal Selling – Sales Tactics, Negotiation, Relationship Management
  • The Characteristics of Highly Motivated and Competent Salespeople
  • Motivating Salespeople to Do Their Best through Relationships and Incentives
  • Evaluating Individual Sales Performance and Giving Good Feedback that Leads to Improved Performance

Day 4

CX – The Customer Experience

  • Why the Customer Experience is Crucial
  • Mapping the Customer Journey and Moments of Truth
  • Blending the online and ‘real-world’ Cx
  • Understanding the mind of the customer
  • Customer Personas
  • Matching propositions to personas

Day 5

Advanced Interpersonal Skills

  • Time Management Strategies for Prioritizing, Staying on Task and Becoming More Efficient
  • Giving Feedback
  • Facilitating Discussion and Debate
  • Enabling Collaboration
  • Creating Respect for Others
  • Managing Effective Meetings
Certificates
  • On successful completion of this training course, GLOMACS Certificate will be awarded to the delegates
  • Continuing Professional Education credits (CPE) : In accordance with the standards of the National Registry of CPE Sponsor, one CPE credit is granted per 50 minutes of attendance
Providers and Associations

Endorsed Education Provider

  • Quality Logo

GLOMACS is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.NASBARegistry.org

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