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Description

Sales Strategy: Choosing Your Segments, Building Your Offer and Rolling It Out

Two days to decide where to concentrate sales effort before cascading targets to your team

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Many companies market their entire offer to every possible customer. Resources are spread thin, the message loses its sharpness, and discounts end up compensating for the absence of positioning. Strategy is then reduced to a growth target with no explicit choices behind it.

These 14 hours address the decisions that precede any action: market analysis, segment selection, offer positioning, channel choices and pricing policy. Participants leave with a rollout roadmap. Translating that roadmap into dated and costed actions is covered by a separate programme dedicated to the sales action plan.

Learning objectives

  • Analyse your market and the position of your offer against competitors
  • Select the customer segments to address as a priority
  • Formulate a positioning that customers can readily understand
  • Choose the sales channels suited to each segment
  • Define a pricing policy consistent with the chosen positioning
  • Draw up a twelve-month rollout roadmap

What makes this programme different

A segment matrix built from your company's actual data
A positioning expressed in a single sentence and then tested against the views of other participants
A rollout roadmap with built-in review points

Programme

1Market and Offer Analysis

Where do we really stand

  • Reading market shifts and changes in customer behaviour
  • Analysing competitors and their positioning
  • Strengths and weaknesses of the current offer
  • Comparative profitability of product lines

2Segmentation and Positioning

Choosing means giving something up

  • Segmentation criteria that can be used commercially
  • Attractiveness and accessibility of each segment
  • Formulating a distinctive positioning
  • Consistency between positioning and the promise actually delivered

3Channels and Pricing Policy

How to reach each segment

  • Choosing between direct sales, distribution and partnerships
  • Cost of each channel and the margin it generates
  • Building a price list and discount rules
  • Aligning channels without creating conflict

4Rollout and Performance Steering

From decision to organisation

  • Implications for the sales organisation and required skills
  • Roadmap and implementation milestones
  • Indicators for monitoring the strategy
  • Communicating the choices to the teams

Who is it for

Business owners, sales directors, business development managers and founders in a structuring phase.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.