Sell in a way that Michael Jordan would say YES-Strategic Selling and Positioning Strategies

About the Course:

This high-impact one-hour webinar uses the iconic Nike–Michael Jordan partnership as a powerful case study to reveal how masterful strategic selling and positioning can transform an underdog into an undeniable winner. Designed for professionals who have invested years honing their expertise, this session shows you how to outmaneuver competitors, understand every phase of the sale, adapt your approach to four distinct buyer types, and break through gatekeepers with confidence. 

You will uncover fresh, innovative ways to differentiate yourself in crowded markets, learn how to position your offer with precision, and recognize the exact moments when breaking the rules leads to game-changing results. Whether you pitch ideas internally or sell products and services externally, this webinar equips you with the strategic mindset and practical tools needed to win high-stakes deals, just like Nike did in the 80s.

Course Objectives:

By the end of this one-hour webinar, participants will be able to:

• Analyze the Nike–Michael Jordan case to understand how strategic selling and bold positioning can shift competitive outcomes.
• Identify and navigate all phases of a sale, from initial contact to closing with confidence.
• Recognize the four types of buyers and adapt selling strategies to effectively influence each one.
• Evaluate competitors strategically and uncover innovative ways to differentiate products or services.
• Overcome gatekeepers and technical buyers using proven communication and positioning techniques.
• Craft a high-impact positioning narrative that resonates with decision-makers and elevates your pitch.
• Apply rule-breaking moments wisely, understanding when unconventional approaches can secure the win.

Who is the Target Audience:

This webinar is designed for professionals who pitch, sell, or influence decisions in competitive environments, including:

• Marketing professionals
• Sales executives, managers, and directors
• Product owners and brand strategists
• Recruiters and talent acquisition specialists
• Insurance brokers and financial advisors
• Leaders and teams who must pitch ideas internally for approval (Finance, Engineering, Operations, etc.)
• Professionals in high-stakes, client-facing roles across industries such as advertising, publishing, automotive, retail, manufacturing, engineering, legal, and academic sectors

This course is ideal for anyone who wants to strengthen their strategic selling skills, outmaneuver competitors, and win high-pressure pitches with confidence.

Basic Knowledge:

• None.
• Basic understanding of sales or client-facing interactions is recommended but not mandatory.
• Experience in pitching, presenting, or selling products, services, or internal ideas will help participants get the most value from the session.
• An intermediate level of business communication skills is beneficial, as the course builds on real-world sales and negotiation scenarios.
• A willingness to reflect, adapt, and experiment with new strategic selling approaches inspired by the Nike-Michael Jordan case study.