leveraging high Tech and Human Skills to Grow Sales
IN PERSON WITH VIRTUAL FOLLOW UP
An in-depth look at using technology for efficient and effective selling conversations
Discounts available for group enrollments, UA faculty/staff, and UA Alumni. Reach out to stephanie.lowe@ua.edu for more information.
There is no shortage of buzz in the sales world about AI, automation, and technology. At the same time, sales and revenue leaders know the importance of personalization and human relationships. The challenge is finding a balance—enhancing the consistency and efficiency of sales efforts without sacrificing uniqueness or adopting a robotic tone.
This program was designed to guide businesses in leveraging technological opportunities in sales. Your team will learn how to integrate fast-growing technologies with proven, foundational concepts – improving message relevance, timeliness, coaching, and coordination among business units.
Join the leaders of UA’s Masters-level Sales Leadership Program, Drs. Bryan Hochstein and Jim Karrh, as they combine the latest research, cutting-edge business practices, and their combined decades of corporate experience across industries. You and your team members will come away with practical ideas they can implement for key sales opportunities right away.
topics
- Learn to create the right environment to help your sellers become more effective
- Chart your buyers’ typical decision-making squence, and align your messaging to be the most relevant at each point
- Understand the cognitive and emotional triggers of your buyers and sellers, and select the most effective words, phrases, and stories for better sales conversations
- Learn the tools, training methods, and best practices in coaching to meet your sales reps needs
- Balance human connections with the realities of modern work patterns, and learn to get the most out of virtual and in-person sales conversation environments
- Develop a comprehensive and effective strategy to select, implement, and optimize sales technology
- A framework for integrating AI into your sales processes
- Harnessing data to predict customer health: retention, growth, and advocacy from data-drien proactive sales practices
Program OVERVIEW
Use technology strategically for efficient and effective selling conversations
Designed for:
- Sales Leaders (VP Sales, Sales Director, C-level, CRO, General Manager)
- Sales Managers (Any level sales manager)
- Salespeople (Senior Account Executives, Account Managers)
- Or anyone in Sales that desires to learn more about technology to do their job of messaging more effectively, or lead others to do so
Participants will:
- Develop a complete and actionable knowledge of effective sales enablement strategy
- Enhance skills on how to more effectively engage customers with proven messaging via new technologies
- Update their skills to make virtual selling more personal and productive
- Discover new views on metrics based approach to proactive selling and service within customer relationships
Format:
The program consists of in-person and virtual components.
- Virtual pre-work prior to meeting in-person
- In-person program from 8:30 am to 4:30 pm
- Virtual post-work during the following weeks
*In-person program will be held on The University of Alabama’s campus in the Culverhouse College of Business. Light breakfast, lunch, snacks, and coffee will be provided.
Upon completion of the program, you will receive a certified digital badge issued from Credly, as well as a certificate of completion.
This certificate is not eligible for federal financial aid. No academic credit will be awarded.
INSTRUCTORS
Bryan W. Hochstein (Ph.D. Florida State University) is an Associate Professor of Marketing at the University of Alabama. Prior to his current role, Dr. Hochstein (Dr. H) was a sales executive with Time Warner Media. Dr. H is considered an academic thought leader on sales and customer success management, as such he regularly facilitates academic/industry discussions via thought leadership forums, industry conferences, and research interviews. Dr. H is a co-author of Marketing Strategy, 8th Edition (Cengage Publishing) and Sales Management (Stukent Publishing).
Jim Karrh (Ph.D. University of Florida) is a Clinical Instructor of Marketing at The University of Alabama’s Culverhouse College of Business, as well as a keynote speaker and consultant serving B2B sales teams. Dr. Karrh is the author of The Science of Customer Connections: Manage Your Message to Grow Your Business (published by Career Press) and host of The Manage Your Message Podcast.
Looking for more program options?
WE CAN CUSTOMIZE PROGRAMS FOR YOUR ORGANIZATION.
Virtual
On-site
Hybrid