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Personality and sales tactics are very effective for closing smaller or simple sales, but they’re not enough when sales become more complex. Introduce multiple decision makers, increased competition, a long sales process, or a bespoke solution to a complex problem, and it’s easy for everyone to lose track of what’s happened and what needs to happen to close the deal.

This is where a more strategic approach to selling becomes invaluable. To navigate the complex landscape of true solution selling, the salesperson needs to know where they are with the sale, what a good ‘next step’ would be, and an action to get there.

The Selling Strategically course gives you the opportunity to take your sales skills to the next level. It will enable you to fit your existing sales knowledge into a process which is measurable, repeatable, and enables both parties to receive maximum value.

Who should attend?

This course is aimed at salespeople with at least 12 months’ sales experience. This is an ideal step for those who need to sell more complex solutions and are looking to take a more strategic approach to selling.

Learning outcomes

  • Understand what strategic selling is, and the types of situations where the approach is required
  • Fit your existing sales knowledge into a broader, manageable structure to guide the sale to completion
  • Learn the 11 key elements which you need to understand and manage to win complex business
  • Appreciate the importance of knowing your As-Is and your To-Be
  • Direct a sale for a wider “selling team” of all the people in your organisation who contribute to winning a complex sale
  • Position your sales knowledge in a new context to help you win bigger, more profitable clients

Course Dates

Start Date Duration Location
27 Feb 2024 2d Virtual
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22 May 2024 2d Virtual
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Course Director

Neil Shorney

Neil is an award-winning international sales trainer, engaging speaker, and renowned sales expert who has brought his cutting-edge sales approach to professionals from five continents. Neil found early sales success generating new business through cold-calling at a tech start-up. His career really took off working for Informa plc – the London-based global information powerhouse. As a key sales leader in their project management division, Neil was renowned for his skill in taking fresh graduates and developing them into senior salespeople and sales leaders. He won three awards, for developing sales talent, creating sales career paths, and for breaking revenue records. One of the pioneers of virtual training since 2012, Neil delivers sales and leadership training, both virtually and face-to-face. Neil’s combination of experience, spanning entire organisations from sales to project management, enables him to bring unique insights to all employees, and to help them understand how they fit into their organisational machine to create commercial success.


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