Leading Strategic Innovation – Programme Overview
In an increasingly competitive market, B2B sales leaders must adopt customer-centric strategies, leverage digital tools, and optimize service delivery to maintain a competitive edge. This programme equips sales leaders with the skills to inspire teams, foster a high-performance sales culture, and drive business success. Participants will gain expertise in key performance metrics, business analytics for informed decision-making, and essential competencies such as stress management, effective sales negotiations, and change management.
OBJECTIVES
- Strengthen trust-building strategies for long-term customer relationships.
- Strategies to improve customer loyalty and engagement
- Foster a customer-centric organizational culture
- Master negotiation techniques for win-win outcomes
- Leverage AI and analytics for data-driven decision-making
CONTENT
Day1: Understanding B2B Customer Service
- Customer service landscape in the B2B context
- Customer expectations and industry challenges
- Service optimisation and the SERVQUAL model
- Building a high-performance, customer-centric team
Day 2: Technology and Trust in Customer Service
- Case studies on CRM implementation
- AI and analytics in customer service
- Trust-building strategies and complaint resolution
- Managing stakeholder expectations effectively
Day 3: Advanced Strategies and Applications
- Customer retention strategies
- Conflict resolution and B2B negotiation mastery
- Stress management for sales professionals
- Case study analysis and group presentations
The pedagogy includes lectures, role-plays, outbound exercises, case studies, self-assessment quizzes, simulations, and panel discussions to ensure an engaging learning experience.
METHODOLOGY
The programme employs a blend of experiential and interactive learning methods, including:
- Case studies and real-world application
- Role-plays and simulations
- Expert-led discussions and panel interactions
- Self-assessment tools and outbound exercises
FACULTY
The program is led by Venkata Emani, Faculty at the Centre for Management Studies, ASCI. With over 30+ years of experience in industry and academia, he is an alumnus of IIM Ahmedabad and an exchange scholar at the University of Texas at Austin. Previously, he has held leadership roles at BPCL, Det Norske Veritas AS, and NMIMS University.
At ASCI, he has conducted training programs and consulting assignments for leading organisations, including IOCL, BPCL, HPCL, Cairn India, GAIL, NMDC, ONGC, Reliance, MGL, Essar Oil, Coromandel Fertilizers, NPCIL, SOI, OFB, RINL, DRDO, PMJ Jewels, Canara Bank, Central Bank o f India, NAFED, SAIL, and SBI Life.
PARTICIPANT PROFILE
This programme is designed for middle and senior-level sales managers, team leaders, and directors responsible for B2B sales across diverse industries. Participants from sectors such as banking, financial services, insurance, oil & gas, energy, petrochemicals, fertilizers, tourism, hospitality, telecom, IT, pharmaceuticals, retail, and consumer goods will benefit from insights into customer engagement, sales effectiveness, and strategic decision-making tailored to B2B environments.
Organisational sponsorship is essential
VENUE
The programme is fully residential and the participants will be accommodated in air-conditioned single occupancy rooms. The college does not provide accommodation for the family. The college is Wi-Fi enabled in a comprehensive way.
DURATION
The programme duration is 3 days starting from September 15-17,2025. The participants are expected to arrive a day before commencement and may leave after the conclusion of the programme.
PROGRAMME FEE
Residential Fee:Rs. 43,700/-(US $683 for foreigners) plus GST as applicable (presently 18%) per participant. The fee covers tuition, board and lodging, courseware (in electronic form) and other facilities of the College including internet usage.
Non-Residential Fee:Rs. 37,700/- plus GST as applicable (presently 18%) per participant. The fee covers tuition, course ware (in electronic form) working lunch and other facilities of the College including internet usage.
A discount of 10% on the Programme fee for three or more participants from the same organisation will be given, provided the payment is credited into our Bank account before September 12, 2025.
Note: Kindly forward us the details of the Bank/ Wire transfer of the programme fee through email to: [email protected] for confirmation.
MEDICAL INSURANCE
The nominees are requested to carry with them the proof of Medical Insurance. The sponsoring agency is required to endorse the nominees' medical coverage in the event of hospitalization.
LAST DATE FOR NOMINATION
Please use the prescribed/attached form. Last date for receiving nominations September 01, 2025. Kindly contact Programmes Officer for further details (contact details are given at the end of the nomination form).
LAST DATE FOR WITHDRAWAL
September 08, 2025. Any withdrawals after this date will entail forfeiture of fee paid, if any.
ASCI ALUMNI ASSOCIATION
Participants of the College programmes will automatically become members of the ASCI alumni association.
CERTIFICATE OF PARTICIPATION
The College issues a Certificate of Participation on conclusion of the programme.
