Programme Overview
The ASPIRE —Advancing Sales Potential through Influence and Relationship Excellence—is a five-day intensive training designed to help sales professionals develop the capabilities required for success in today’s complex, relationship-driven sales environment. As customers become more informed and decision processes grow more collaborative, effective selling requires more than product knowledge and persuasive pitches. Sales professionals must understand customer businesses, build trust, influence decision-making, and create meaningful value through insight and partnership. By the end of the program, participants will be equipped to engage customers more strategically, influence decisions more effectively, and consistently achieve stronger sales outcomes.
Programme Objective
The program aims to help participants:
- Learn how to develop deep customer insight and identify meaningful sales opportunities.
- Learn how to approach opportunities strategically and improve win rates.
- Develop advanced consultative selling and influence skills
- Learn how to bring insights and innovative ideas to customers
- Develop skills for building strong relationships and executing consistently
Key Topics
- Understanding customer business models, Industry and market context, Customer value drivers, Diagnosing customer problems
- Strategic Selling, Competitive positioning, Sales strategy development, Stakeholder influence, Deal planning
- The psychology of persuasion in sales, Negotiating Effectively, Storytelling in sales conversations, Influencing buying decisions
- Insight-led selling, Using data to identify opportunities, Challenging customer assumptions, Collaborative problem solving
- Relationship Excellence & Execution in B2B selling, Managing long-term accounts, Pipeline management, Personal productivity and sales discipline
Programme Directors
Who May Attend
This program is designed for professionals responsible for managing sales and business development functions, including:
- B2B sales professionals
- Account managers
- Business development managers
- Territory managers
- Sales leaders
Programme Duration and Delivery
- From the morning of November 30, 2026 till the afternoon of December 04, 2026
- Face to face - classroom based
Pedagogy
The program combines conceptual learning with practical application through case studies, role plays, simulations, and real-world sales planning exercises
How to Apply
- You can apply/nominate your personnel by clicking on the “Apply Now” link corresponding to the particular MDP, as appearing on our online calendar available at: https://iimcal.ac.in/mdp/mdp-calendar
- Once the candidature(s) is (are) approved, the sponsoring authority or participant (in case of self-nomination) will be intimated over email along with a Proforma Invoice seeking programme fees in advance.
- Programme fees can be remitted online through Electronic Fund Transfer (NEFT/RTGS).
- Upon remitting the fees online, kindly intimate Executive Education Office with the UTRNo. /relevant transaction details through email, so that we can connect your remittance to your nomination(s). Please note that confirmation of participation is subject to receipt of Programme fees by CMDP Office before commencement of the MDP.
For further assistance, please connect with:
Name: Ms. Payel Majumder
Number: +91 33 7121 6012
Email ID: program_mdp[at]iimcal[dot]ac[dot]in
Apply Now
To apply please click on Apply Now
For further queries, please write to program_mdp[at]iimcal[dot]ac[dot]in