Strategic Sales and Marketing Using Design Thinking
(2 days)
Unlocking Growth through Sales Innovation to Create Market Traction
This unique Strategic Sales & Marketing using Design Thinking Methodology will unlock sales growth through value proposition Innovation to create strong Market Traction to take your sales to new heights.
This program offers a comprehensive exploration of strategic sales and marketing principles, encompassing assessment, models, processes, business concepts, planning, and execution. Through hands-on activities, case studies, and interactive workshops, participants will gain insights into leveraging design thinking and the S.A.V.E. Concept to drive business success and achieve sustainable growth.
You also learn how to sell using the Job-To-Be-Done (JTBD) Methodology that will change your approach and mindset towards selling. Changing from Selling to Solving, Sharing & Serving.
You will gain the skills to develop new strategic sales and marketing approaches, refine your business concept, and leverage innovative techniques and tools needed to drive business success for sustainable growth.
This workshop will help you:
- Analyse their organization’s current sales and marketing strategies through comprehensive assessment.
- Understand key models and frameworks for designing effective sales and marketing strategies.
- Develop a strategic sales and marketing process tailored to their business context.
- Leverage design thinking principles to enhance their business concept and customer-centric approach.
- Leverage Job-To-Be-Done (JTBD) Methodology to transform the way and approach make close sales naturally.
- Utilize the S.A.V.E. Concept (Solution, Access, Value, Education) & F.I.E.S.T.A to create compelling value propositions.
- Create a strategic sales and marketing plan integrating innovative approaches for business growth.
The instruction process is structured based on adult learning concepts and application. The process includes a cross spectrum of lectures, individual and teamwork discussions, team action planning and resource feedback. The workshop sessions are enriched by audio-visual materials and experiential group dynamics to reinforce learning.
Module 1: Assessing Current Strategies
- Conducting a comprehensive assessment of current sales and marketing strategies.
- Identifying strengths, weaknesses, opportunities, and threats (SWOT analysis).
Module 2: Introduction to Design Thinking in the context of Sales & Marketing Innovation
- Understanding design thinking principles for customer-centric innovation.
- Applying design thinking tools to redefine business concepts and strategies.
Module 3: Refining the Business Concept
- Leveraging design thinking to refine business concepts, considering customer needs and pain points.
- Ideation and prototyping techniques for innovative product/service offerings.
Module 4: Strategic Sales & Marketing Models
- Exploring key strategic sales and marketing models, including BCG Matrix, Ansoff Matrix, and more.
- Analyzing the applicability of each model in different business scenarios.
Module 5: The S.A.V.E. Concept for Value Propositions
- Introducing the S.A.V.E. Concept (Solution, Access, Value, Education) for crafting value propositions.
- Developing customer-centric messaging and positioning strategies.
Module 6: Strategic Sales Process
- Designing an effective sales process tailored to the buyer’s journey.
- Leveraging The Sales Journey Touchpoints
Module 7: Business Model Innovation
- Reimagining business models using design thinking principles.
- Fine tuning Your Business Model and Value Proposition
- Analyzing the impact of disruptive technologies on traditional business models.
Module 8: Strategic Sales & Marketing Planning
- Integrating all learned concepts into a comprehensive strategic sales and marketing plan.
- Developing actionable steps, timelines, and KPIs for execution.
- Enabling Growth through Innovation
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Xavier graduated from the University of Malaya in Economics with honors and as a Maybank Scholar. He joined its workforce as a Credit Analyst. Coming from the banking background, he was commissioned by the Association Institute Chartered Bankers (AICB) and Bank Negara in 2015 to conduct a comprehensive face-to-face interview with 30 Banks and Insurance companies’ CEOs in Malaysia to understand and enhance BNM’s Financial Sector Talent Enrichment Program (FSTEP). He also writes regular feature articles in The Star Papers on Organizational Management, Corporate Culture and Human Resource Developments.
Co-author a Business Leadership Book entitled “Creating Winning Culture & Building Super Talent”. Also, contributing author to “Leadership Shift”, an Inspirational Leadership Book. Currently, completing a book entitled “Literal Leadership”.
He has extensive experience in training and consulting – having worked with many teams and organizations to steer them to a new level of thinking and results. A highly hands on Strategic Organization & Team based Business Improvement consultant – he has facilitated the improvement, growth and renewal of many companies to accelerate their competitive position in the market. With his broad spectrum of experience in training and consulting; covering many industries and management disciplines, he pioneered and implemented an integrated Team & Organization Business Improvement System for aligning the people, process and system components in an organization for Optimum Performance.
Areas of Expertise
Strategic Business Thinking, Creative and Critical Thinking, Strategic Human Resource Frameworks, KPI Implementation, Design Thinking & Innovation, Business Modelling, Marketing & Sales Improvement, Organization Development & Transformation, Business Creativity, Mind set Transformation, Strategic & Situational Leadership, Top Team Integration, Vision & Values Development & Deployment, High People Profit Culture Development, Business Process GRID Corporate Instructor of the Blake & Mouton System (USA)