We enable entrepreneurs, sales managers and salespeople to grow their Sales Skills FAST.

PROGRAM

Half-day 1

Day 1

Strategies for growing sales

• Models of Go-to-Market, choosing and mixing Direct Sales, Channel, Web and Commercial Joint Ventures 

• Sales Organisation models and how to make them work 

• Using Sales Tactics to support your Sales Strategies 

• Revenue Acquisition, Recurring Revenue Streams and Lifetime Value Plans 

• Alternative product offerings to support Sales Growth 

• Using Product Market Fit loops to tune your Sales Strategy and Product Offering 

• Using Sales Advisory Boards and Market Experts

Half-day 2

Sales process & client management

• Full Sell Cycle overview from Lead Generation to Deal Closing and Up-selling 

• Selling the Value Proposition and managing the Client Buying Centre 

• Sales cycle Characterisation and Optimising techniques 

• Client and Partners relationship management, Account management and Growth plans

• Customer development boards - feedback loop on products and services

Half-day 3

Sales force automation & sales management tools

• Lead generation and Lead management tools 

• Web Sales and Sales chat bots 

• Sales opportunity Pipeline management tools 

• Client Account Management tools 

• Channel Partners opportunity and account management tools 

• Sales Key Performance Indicators and Sales forecasting tools

Half-day 4

Managing & growing sales organisations

• Founders and CEO role in Sales - growing a sales organisation over time 

• Recruiting and Hiring Sales and Sales Management people 

• Management by Objectives for Sales people 

• Sales Management routines 

• Sales personality types and Management Styles 

• Managing territories assignment, sales team competition, egos and fairness 

• Managing career paths/plans/expectations, retaining and firing sales people

TESTIMONIALS

Alexandra Marcoin-Karacsonyi

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Stanford MBA, Founder & Managing Director at Hire & Keep

"TOTALLY worth the fees and the training time - how to save big by avoiding stupid mistakes and how to increase your revenues big time by learning the sales process from the pros.

Register today for the next sessions and thanks to the trainers!"

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Nathalie Leroy

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Head of Presales at icCube

"The strength of Fast Track Sales Academy course lies on the actionable ways to improve your sales processes, independently of your company's stage. The professional ​diversity of the team and lecturers enriched the course's​ ​

content and debates in each session.

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I definitely recommend the course if you are looking to have a deeper understanding on sales models, processes, tools, management and growth. Two thumbs up!"

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Dimitri Torregrossa

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CEO and Founder at Aurora's Grid

"Fast Track sales class: very useful! The Trainers started from the basic knowledge of sale-cycles and gradually explained how to manage sales with specific tools and dedicated methodologies. Very useful the tips on “recruiting sales-team”. I definitively suggest this class to start-up facing off with sales management!"

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Stéphane Janiszewski

Head of Key Account Management  at LEMO

"A perfect fit for what I was looking for as the course gives a truly holistic view of the Sales function, covering all key aspects and all angles! As an experienced sales professional with mostly big corporation background, it gave me exactly what I needed to transfer into the exciting world of smaller and more agile organisations as I was able to combine my "corporate" experience with the content of the course geared towards startups and SMEs. All of this in a fun atmosphere and an exciting blend of participants."

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COURSE LEADER & TRAINERS

Benedict Stalder

Course Leader

Jean de Wolff

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Reto Hartmann

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Jean-Claude Michaca 

Cyril Halifi

DATES & TIME

EPFL Innovation

Park

Building D

COURSE FEES & ADMISSION

*Fast Track reserves the right to modify the program dates, location, and fee at any time.

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