Portfolio Selling Programme (AM/KAM)
The Portfolio Selling Programme builds commercial excellence by empowering participants to confidently position portfolio offerings, address customer objections and strengthen pipeline execution.
Learners progress through a structured set of self-paced elearning modules. These cover account planning, value proposition development and objection handling, each reinforced by AI powered coaching scenarios that allow participants to practise pitching, refine messaging and receive instant, personalised feedback.
Live workshop sessions then bring the learning to life through applied exercises, such as pitch refinement and opportunity management, while integrating best practices in Sales Cloud usage.
Capability building continues beyond formal sessions through field practice, peer collaboration, focused 1:1 coaching and additional Gen AI-driven coaching scenarios that help embed skills and sustain performance improvement over time.
Benefits of this Learning Path
- Portfolio-first mindset supported by tailored cross-selling to drive sales of core portfolio
- Broad franchise knowledge within the division and a proactive, collaborative mindset
- Structured collaboration to align on customer priorities, define clear objectives, assign ownership and coordinate actions
- Clear articulation of value proposition of portfolio offers, including commercial advantages
- Equip teams with a structured framework for anticipating and confidence to handle objections on portfolio offers
- Rigorous Sales Cloud tracking discipline ensuring transparency and accountability on portfolio offers
- Active ownership of portfolio opportunity generation in divisions
Duration: 2 hrs
