Boosting Sales with a Game Changing Selling Strategy

Funding Validity Period

23 September 2025

24 September 2027

Course Overview

This course is designed for professionals involved in sales, business development, or client engagement roles who are looking to sharpen their strategic selling skills in today’s competitive B2B environment. Whether you're new to the sales profession or seeking to refresh your approach with modern techniques, this course will equip you with practical tools to identify ideal customers, build long-term relationships, and close high-value deals with
confidence.

Participants will explore proven frameworks such as SPIN Selling and Challenger Sales, and learn how to apply these techniques in real-world contexts. Through hands-on activities, roleplays, and case studies, learners will enhance their ability to prospect effectively, manage
pipelines, handle objections, and deliver persuasive presentations.

Ideal for professionals in marine, manufacturing, engineering, or services sectors, this course also focuses on digital outreach, CRM usage, and after-sales strategies—ensuring learners are ready to grow customer value throughout the sales lifecycle.

Skills Acquired

By the end of this course, participants will be able to:

Apply structured sales and business development frameworks to identify potential customers, qualify leads based on client needs and readiness, and develop tailored engagement strategies that align with specific industry requirements.
Develop the ability to conduct prospecting and relationship-building activities using digital platforms such as LinkedIn Sales Navigator and Customer Relationship Management (CRM) systems.
Analyse sales funnel performance data, interpret conversion metrics and pipeline forecasts, and propose data-informed action plans to enhance sales effectiveness.
Apply their negotiation and presentation skills using structured techniques such as BATNA (Best Alternative to a Negotiated Agreement) and value-based storytelling to present compelling solutions, handle objections, and close deals with confidence.

Learning Modules

Learning Unit 1: Principles of modern sales and marketing in B2B business environment

Buyer-centric frameworks
- Journey Map
- SPIN & Challenger
Revenue fundamentals
- Define value proposition
- Align marketing and sales with shared KPIs

Learning Unit 2: Developing Business Development Strategies for New markets

Market-entry thesis
- Size opportunities
- Beachhead segment
- Hypotheses for testing solution
GTM motion & channels
- Selection of dominant motion
- Develop multichannel cadences and partner playbooks

Learning Unit 3: Industry and Market Trend Analysis for Opportunity Identification

Structured scanning
- Application of PESTLE + Porter’s Five Forces
- Decoding where value pools are
Signals to insights
- Track lead indicators
- Conversion triggers
Prioritisation model
- Score accounts by impact × urgency × winning
- Building top-20 accounts

Learning Unit 4: Target Market Segmentation and Customers Profiling

Segmentation depth
- Go beyond firmographics
Persona & pain mapping
- Build decision-maker maps
- Success criteria with measurable outcomes

Learning Unit 5: Advanced Sales Presentation and Pitching Skills

Executive narrative
- Craft a 7-slide storyline
Handling pressure
- Isolate and resolve objections
- Negotiate with BATNA and value-for-value trade-offs
- Closing deals with a Mutual Action Plan

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Who is this course is for

Business owners, sales professionals, and managers, and anyone interested in boosting their sales and seeking a breakthrough.

Academic prerequisites

Able to read, write, speak and listen to English at WSQ WPL level 5.
Able to operate a computer with keyboard, mouse and basic windows apps.

Course Fees

Fees	Small Medium Enterprises (SMEs)	Non Small Medium Enterprises	Singaporean Employees aged 40 years and above
Full Fee	$1,200.00	$1,200.00	$1,200.00
9% GST (on full course fee)	$108.00	$108.00	$108.00
Funding Amount	$840.00 (70% off course fee)	$600.00 (50% off course fee)	$840.00 (70% off course fee)
Nett Fee Payable (incl. GST)	$468.00	$708.00	$468.00

SME: Company registered or incorporated in Singapore AND employment size of not more than 200 or with annual sales turnover of not more than $100 million
Non-SME (MCES): Employee is Singaporean aged 40 years and above

Course Fee Funding:
SME: 70% of course fee
Non-SME: 50% of course fee
Non-SME(MCES): 70% of course fee

Eligible for Absentee Payroll Funding

$4.50 per training hour capped at $100,000 per enterprise per calendar year

Eligible for SkillsFuture Enterprise Credit (SFEC)

Fees	Singapore Citizens (40 years and above)	Singapore Citizens (21 to 39 years old) & Permanent Residents (21 years old and above)
Full Fee	$1,200.00	$1,200.00
9% GST (on full course fee)	$108.00	$108.00
Funding Amount	$840.00 (70% off course fee)	$600.00 (50% off course fee)
Nett Fee Payable (incl. GST)	$468.00	$708.00

MCES: Singaporean aged 40 years and above
Normal: Singaporean / PR aged 21 years and above

Course Fee Funding:
MCES: 70% of course fee
Normal: 50% of course fee

Eligible for SkillsFuture Credit
Eligible for PSEA Funds
Eligible for UTAP funding