Sales Strategy & Business Development

Design more effective commercial strategies

This program provides an up-to-date overview of impactful sales strategies aimed at driving rapid growth in organizations. We review basic concepts, sales planning methodologies and new channel trends. We address issues of structure and organization and explore contemporary key account management programs in detail, developing participants' abilities to create an effective key account plan and sharing best practices.

The rapid evolution of distribution channels requires close knowledge of business partners and new business models such as direct-to-consumer. Retail and the importance of the shopping experience as a competitive advantage are reviewed, as well as the migration from multichannel to omnichannel. Negotiation, a fundamental aspect of interaction with the business partner, will also be discussed.

Pedir brochura

Date

November 18th to 21st, 2025

Duration

4 days

Investment

2.600€

Format

In person
From 9 a.m. to 5 p.m.

Language

Portuguese

Location

Carcavelos, Lisbon

Apply now!

Reasons for Choosing This Programme

FOR YOU

Create compelling value propositions for customers that create impact, identifying how to build a solid B2B positioning
Understand channel alternatives and their new trends, including modern retail, in order to accelerate growth
Learn how to adapt and/or design your sales structure
Develop increased negotiation skills

FOR YOUR ORGANISATION

Learn to apply a robust strategic framework to sales activity and understand the importance of aligning sales strategy with company strategy
Create and develop a sophisticated key account management program
Develop a growth plan for the company's business development using the OGSM methodology

BLOG

Business Room

Explore our Marketing, Sales & Operations content developed exclusively for you.

READ ARTICLES

Participant profile
                                Sales directors and commercial directors
Key account managers
Experienced business development and sales teams
Experienced marketing and sales managers and professionals
SME entrepreneurs wishing to strengthen their sales skills


                            

A very complete program covering the most relevant topics in the commercial area, strengthening knowledge and forging a more holistic strategic vision in the sales sector. Clearly meeting expectations, it was important professionally since the practical cases presented in class contribute to a better decision-making process in our daily lives.

João Ferreira
Sales Manager @ Bstone

The Sales Business & Business Development program presents a learning journey divided into two blocks that give participants the chance to acquire an integrated and up-to-date vision of sales strategies with a real impact on the organization.

Block 1
Revisiting Sales Strategies: Update sales strategies to incorporate digital and remote channels, adopting a multichannel and omnichannel model.

Block 2
Implementation: Identify key accounts and develop strategic relationships through attractiveness matrices, joint business plans, negotiation techniques, and pricing management, maximizing revenue and profitability through omnichannel strategies and commercial policies.

The consolidation of the content covered in each module is promoted through the application of concepts in practical and challenging exercises based on case studies.

Block 1: Revisiting Sales Strategy

Module 1 – Sales Strategy

New ways of interacting with customers
Leveraging digital in digital and non-digital businesses: Customer Success Managers
Segmentation and growth priorities – crafting a value proposition (B2B and B2C)
Go-to-market strategy
Sales Force Design – structure and organization

Module 2 – New Trends in Channels and Value Propositions