Executive Presence for Sales and Marketing Executives

Executive Presence for Sales and Marketing Executives

28-29 January

9 AM PT / 12 PM ET

1 PM PT / 4 PM ET

Course Overview

In the fast-paced world of sales and marketing, your product or service is only as good as the credibility you project. True leadership isn’t about the smartest algorithm or the fastest data; it’s about a distinct human quality: executive presence. This course is a transformative journey designed to help you, as a consultant, cultivate the powerful trifecta of gravitas, communication, and appearance. You will learn to command a room during client pitches, articulate a strategic vision with clarity and conviction, and project an aura of confidence that earns trust and closes deals. This isn’t a superficial makeover; it is a deep-dive into the behaviors and mindsets that enable you to influence buying decisions, lead with authority, and shape your own leadership legacy in the marketplace.

Upon successful completion of this course, you will be able to:

Defineand articulate the core components of executive presence in a sales and marketing context.
Cultivatethe authentic gravitas that inspires trust and confidence in prospective clients.
Masterboth verbal and non-verbal communication to convey authority and value during presentations and meetings.
Influencestakeholders and command a room with compelling storytelling and assertive dialogue.
Projecta credible and consistent personal brand across all professional interactions and digital platforms.
Leadwith presence in the modern sales cycle, from virtual pitches to written proposals.
Formulatea personal action plan for continuous development of your executive presence.

Course Outcomes

Course Content

The Three Pillars of Executive Presence

Analyze the core components of executive presence: gravitas, communication, and appearance in a client-facing role.
Examine the difference between being a salesperson and a trusted advisor with presence.
Discuss the concept of authenticity and how to cultivate presence without sacrificing who you are.
Identify common behaviors that diminish your credibility and authority during a client interaction.
Formulate a self-assessment to identify your current strengths and growth areas.

Practice vocal control, tone, and pacing to project confidence and authority during pitches and presentations.
Develop compelling narratives and storytelling techniques to influence and inspire clients.
Examine the power of active listening and empathetic responses to uncover client needs and build rapport.
Discuss how to communicate a strategic vision with clarity and conviction to stakeholders.
Formulate a plan for delivering difficult news or managing crucial negotiations with presence.

Mastering the Art of Communication

Cultivating Gravitas and Emotional Intelligence

Analyze the role of emotional intelligence in managing your reactions under pressure during a negotiation.
Examine the difference between confidence and arrogance, and how to project the former with clients.
Discuss how to maintain composure and poise during challenging Q&A sessions.
Formulate strategies for building resilience and bouncing back from setbacks, like losing a deal.
Identify the importance of humility and how to show respect for a client’s perspective and business.

Develop a consistent professional image that aligns with your professional brand and target market.
Discuss the importance of non-verbal cues, including body language, posture, and facial expressions during client meetings.
Examine how your digital footprint on platforms like LinkedIn and your personal website contribute to your professional brand.
Formulate a strategy for building trust and a positive reputation within your organization and with clients.
Analyze how to navigate internal politics and build strategic alliances ethically to win business.

The Power of Your Professional Brand

Influencing and Impacting Stakeholders

Practice persuasion techniques to gain buy-in for your proposals and recommendations.
Develop a systematic approach for mapping and influencing key stakeholders within a client organization.
Discuss the art of negotiation and compromise to achieve win-win outcomes.
Examine how to lead and inspire a client team toward a shared vision without relying on authority alone.
Formulate a plan for presenting complex information in a clear and compelling way to senior client leaders.

conferences with clients.
Discuss how to use visual cues and backgrounds to your advantage in remote settings.
Examine the rules of engagement for written communication, from emails to detailed proposals.
Formulate a strategy for building your network and leading with influence on professional platforms like LinkedIn.Analyze the unique challenges of projecting presence in virtual meetings and video
Develop techniques for making a strong virtual first impression.