• Chief sales officers
• Vice presidents and directors of sales, sales strategy, sales operations, and sales force effectiveness
• Chief commercial and marketing officers, vice presidents and directors of marketing and commercial effectiveness 

• Establish segmentations and growth priorities that result in winning sales strategies
• Develop B2B value proposition strategies that achieve critical differentiation, facilitate effective sales force execution and deliver mutual value
• Design field, inside, digital and indirect sales forces and channels for strategic advantage
• Develop a digital journal to enhance sales force effectiveness
• Create key accounts programs that maximize mutual value with your most important customers
• Modernize the sales and customer engagement process to address changing buying preferences and drive differentiated value and superior customer experience
• Drive implementations that result in execution advantages

Creating a Go-to-Market Strategy

• Understand how segmentations and growth priorities result in winning sales strategies
• Move beyond elevator pitches to create compelling B2B value propositions
• Incorporate digital into your integrated go-to-market model
• Modernize the sales process to drive differentiated value

Optimizing Channels and Sales Force Structure for Strategic Advantage

• Review leading trends in channels mix and design
• Design field and inside sales forces
• Create or enhance a key accounts program
• Design and implement indirect channels

Driving Transformational Change

• Develop effective roadmaps
• Identify and address critical implementation issues
• Review best practices for managing and leading transformational change

Mike Moorman - Academic Director; Adjunct Lecturer of Executive Education; ZS Principal, B2B Sales Strategy and Transformation Practice Leader

John DeSarbo - ZS Principal, Sales Channel Strategy and Management Practice Leader

Rodolfo Luzardo - ZS Principal, Sales Strategy and Transformation

Pete Mehr, Ph.D. - ZS Principal, Customer Centric Marketing Practice Leader

"The faculty team provided theory and practical insights on sales strategy including value creation, sales structure and channel definition and management. This information provided valuable intel, tools and considerations as we evolve our sales strategy and coinciding sales structure to meet our customers needs."
Chief Customer Officer, G.E.T. Enterprises, LLC

"This [program] immersed me in compelling cases that were enhanced by the professors' extensive sales experience and knowledge of key trends. By the end of day one I knew what I needed to do - and by the end of the program I knew exactly how."
Managing Director, Marin's Mexico

"Sales is a complex discipline. The course breaks down the complex into manageable and actionable pieces. I left the course with clarity on the difference between strategic planning vs. strategic thinking, the critical importance of key value propositions and how to bring it all together via an implementation framework."
Senior Vice President, Global Sales Organization, Fairmont Hotels & Resorts