Corporate Training · Program 1

Sales & Marketing Excellence

Developing the skills that strengthen customer relationships and drive revenue performance.

Program overview

What this program is for

Revenue depends on how well your people understand customers, manage opportunities and communicate value. This program builds those capabilities in a structured, measurable way over nine months, so new habits are practised on real accounts between every session.

Designed for: Sales professionals, marketing teams, account managers and business development employees.

Typical participants: Sales representatives, account managers, inside sales, marketing coordinators and business development staff.

Business challenges addressed

Inconsistent sales results across the team
Pipelines that are full on paper but convert poorly
Marketing and sales working from different views of the customer
Limited use of data and digital tools in day-to-day selling

Learning outcomes

By the end of the program, participants will be able to:

Run consultative conversations that uncover real customer needs
Segment markets and prioritize the accounts with the greatest potential
Manage a disciplined pipeline with clear stages and next steps
Prepare for and conduct negotiations with confidence
Coordinate digital marketing and customer engagement with sales activity
Use practical AI tools to research, prepare and follow up more effectively

The nine-month journey

The nine-month program

Session themes are sequenced so each month builds on the last. Between sessions, participants apply what they learned to their own work. Detailed session content is tailored after the needs review.

9 monthsof structured employee development

9 × 4 hrsinstructor-led, in-person sessions, one per month

36 hoursof classroom instruction in total

Month 1Baseline assessment and sales effectiveness foundations
Month 2Consultative selling and customer needs discovery
Month 3Market understanding and customer segmentation
Month 4Customer acquisition and relationship development
Month 5Pipeline and opportunity management, with mid-program review
Month 6Negotiation and communication skills
Month 7Digital marketing and customer engagement
Month 8Practical AI applications in sales and marketing
Month 9Sales performance measurement, final assessment and next-step plan

Training areas

Sales effectiveness and consultative selling
Customer acquisition and relationship development
Market understanding and customer segmentation
Sales pipeline and opportunity management
Negotiation and communication skills
Digital marketing and customer engagement
Sales performance measurement
Practical AI applications in sales and marketing

Development focus: Stronger sales competencies, customer engagement, opportunity management and sales effectiveness.

How progress is measured

Competency scores at baseline, mid-program and completion
Application of skills to live opportunities between sessions
Pipeline discipline indicators agreed with the employer
Employer-selected sales activity indicators, where appropriate

Employers receive individual development scorecards, monthly progress reports, a mid-program evaluation and a final organizational effectiveness report. Participants who complete the program receive a certificate of completion.

Program at a glance

Duration: Nine months
Sessions: One four-hour, instructor-led session per month (36 hours)
Delivery: In person, in Ontario, at your workplace or a training location we arrange
Cohort size: Recommended 8 to 20 participants
Between sessions: Workplace application activities and progress follow-ups
Assessment: Baseline, mid-program and final competency assessments
Provider: M2M Business Solutions Inc.
Investment: Itemized quotation based on program, cohort size and location