Strategic Sales Certified Program
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Program Professional Framework
Strategic Sales Certified Program
Program Overview
Large, complex deals with government entities, banks and energy companies are rarely won through transactional selling. This programme develops strategic selling capabilities for high-value B2B and B2G opportunities: understanding complex buying centres, qualifying with frameworks such as MEDDICC, developing account strategies, building executive relationships, crafting value-based business cases, competing in formal tenders, and managing long sales cycles. Participants apply the methods to live opportunities from their own pipelines in Gulf markets.
Learning Outcomes
- ✓Map the buying centre of a complex opportunity, including decision makers, influencers and gatekeepers.
- ✓Qualify opportunities using MEDDICC and decide where to invest pursuit effort.
- ✓Develop a strategic account plan with relationship, value and growth objectives.
- ✓Build a value-based business case that quantifies the client's financial and operational benefits.
- ✓Prepare a competitive win strategy for a formal tender or RFP.
- ✓Plan executive-level engagement that positions the seller as a trusted advisor.
Target Audience
- Key and strategic account managers
- Senior sales and business development managers
- Bid and tender managers
- Solution consultants supporting complex sales
Detailed Program Modules
01Strategic Selling in Complex Markets
- Transactional versus strategic sales
- Complex B2B and B2G buying processes
- Government and energy sector procurement in the GCC
02Buying Centres and Stakeholders
- Mapping decision makers and influencers
- Understanding individual and organisational motives
- Building coverage plans
03Opportunity Qualification
- The MEDDICC qualification framework
- Go or no-go decisions
- Pipeline quality and forecast integrity
04Value-Based Selling
- Discovering business problems
- Quantifying value and building business cases
- Presenting value to executives
05Competing and Winning
- Competitive analysis and win themes
- Tender and RFP strategy
- Negotiating complex agreements
06Strategic Account Management
- Strategic account plans
- Executive relationship programmes
- Long-term account growth and retention
Training Methodology
Applied Project & Assessment
Applied Project
Participants select a live strategic opportunity or key account and produce a pursuit plan: buying centre map, MEDDICC assessment, value case, competitive win strategy and executive engagement plan.
Assessment
Short diagnostic at the start, practical tasks linked to each learning outcome, and evaluation of the applied project against published criteria.