MADRAS MANAGEMENT ASSOCIATION
Presents
Online Web Series on
The Modern Sales Advantage Series
Date : 03, 10, 17 & 22 September, 2026
Time : 03:00 PM - 04:30 PM
Mode: Online - Zoom
Executive Masterclass Series on Modern B2B Sales Excellence
What if just four sessions could reshape the way you sell, scale, and succeed?
The sales landscape has undergone a dramatic transformation. Today's buyers are more informed, more connected, and more demanding than ever before. Artificial Intelligence, digital buying journeys, changing customer expectations, and increasing competitive pressures have fundamentally redefined how organizations create value and win business.
To remain competitive, organizations need sales leaders who think strategically, understand business beyond revenue targets, leverage technology effectively, and build lasting customer relationships.
Recognizing these evolving business realities, Madras Management Association (MMA) proudly presents the The Modern Sales Advantage Series —a specially curated executive webinar series designed to help business and sales leaders navigate the future of B2B selling.
Spread across four live online sessions, this learning series brings together practical insights, proven business frameworks, and contemporary sales strategies that can be immediately applied to improve business performance.
Whether you're responsible for business development, strategic accounts, customer success, sales leadership, or organizational growth, this series will equip you with the knowledge and tools to drive sustainable competitive advantage.
WHY ATTEND?
Today's sales professionals are expected to do much more than sell products or services. They are expected to:
- Build trusted customer relationships
- Create measurable business value
- Influence multiple decision-makers
- Improve profitability—not just revenue
- Leverage AI and digital technologies
- Scale businesses without proportionately increasing costs
- Think strategically like business leaders
The Webinar Series is designed to help participants develop these capabilities through focused executive learning sessions built around real business challenges. The emphasis is on strategic thinking, business growth, leadership effectiveness, market competitiveness, profitability, sales excellence, and customer-centric transformation.
PROGRAMME ROADMAP
Session 1 - New Rules in B2B Sales
(03rd September, 2026)
Winning Customers in an AI-Driven, Value-Led Economy
The modern buyer has evolved significantly. Sales leaders must understand new buying behaviours, create compelling value propositions, and leverage AI to remain competitive.
Key Discussion Areas:
- Understanding today's self-informed buyers
- Digital-first buying journeys
- Selling business outcomes instead of products
- Value engineering and solution selling
- Quantifying customer ROI
- AI-powered prospecting and proposal generation
- Customer intelligence and predictive selling
- Strategic Account Management
- Building executive relationships
- Advisory selling
- Thought leadership
- Sales analytics and forecasting
- Sales and Marketing alignment
- Building future-ready sales organizations
Session 2 - Scaling Without Increasing Cost
(10th September, 2026)
Driving Profitable Growth Through Productivity and Smart Systems
Growth should not always require additional manpower or increased operational costs. Learn how leading organizations improve productivity through technology, process excellence, and smarter business systems.
Key Discussion Areas:
- Growth without headcount expansion
- Improving revenue per employee
- Measuring sales productivity
- Eliminating hidden organizational costs
- Automation and digital workflows
- CRM adoption
- AI-enabled sales systems
- Customer profitability analysis
- Strategic customer segmentation
- Building scalable sales processes
- Sales playbooks and SOPs
- Leadership through delegation
- Building an ownership culture
- Continuous improvement systems
Session 3 - Customer Centricity as a Competitive Advantage
(17th September, 2026)
Creating Sustainable Growth Through Superior Customer Experience
Organizations that consistently deliver exceptional customer experiences outperform competitors and build long-term loyalty.
Key Discussion Areas:
- Changing customer expectations
- The customer journey
- Voice of Customer programmes
- Customer advisory boards
- Complaint analytics
- Creating value beyond products
- Consulting-led selling
- Technical support and co-innovation
- Cross-functional customer alignment
- Building trust and loyalty
- Customer analytics
- Predictive customer service
- Personalization
- Customer retention strategies
Session 4 - Business Acumen for Sales Managers
(22nd September, 2026)
Helping Sales Leaders Think Like CEOs
Sales leaders who understand finance, profitability, strategy, and enterprise leadership create greater business impact.
Key Discussion Areas:
- Understanding business financials
- Revenue, Gross Margin & EBITDA
- Cash Flow and Working Capital
- Reading customer businesses
- Industry analysis
- Selling to CXOs and Boardrooms
- Commercial thinking
- Pricing strategy
- Profitability management
- Strategic customer selection
- ROI-based selling
- Business case development
- Cross-functional leadership
- Developing an enterprise mindset
LEARNING OUTCOMES
After completing this executive series, participants will be able to:
- Understand emerging trends shaping modern B2B sales
- Apply value-based selling approaches
- Use AI to improve sales effectiveness
- Increase customer lifetime value
- Improve sales productivity and operational efficiency
- Build scalable sales processes
- Create customer-centric growth strategies
- Strengthen commercial and financial decision-making
- Improve strategic account management
- Lead high-performing sales teams with confidence
WHO SHOULD ATTEND
This programme is ideal for:
- CEOs
- Managing Directors
- Business Heads
- Sales Directors
- General Managers
- Sales Managers
- Regional Sales Managers
- Key Account Managers
- Business Development Managers
- Marketing Leaders
- Customer Success Leaders
- Entrepreneurs
- Functional Heads
Professionals across the industry aspiring for leadership roles
The future belongs to organizations that combine strategic thinking, customer-centricity, technology, and commercial excellence.
FACULTY PROFILE
(Click on image to reach their LinkedIn)
Mr. G Deveanand
Dev is a business training leader with two decades of experience. He is a business focused training management professional with the ability to conceptualize training programs and impart training that enables business development. He is strategy oriented; fully business focused and business enabling training professional - capable of identifying key impact bottom-line affecting factors and training to meet organizational objectives. Dev operated in different markets - domestic and international in various industries viz. Hotel Management, Time share selling and Training and Life Insurance in various capacities i.e. Training Manager to National Vice President in organizations like Taj Group of Hotels, Mahindra Holidays and Max New York Life Insurance. In his eight years of illustrious association with Max New York Life, he spent six years in Agency(Training Manager to AVP) and two years in Banc assurance and DST (Head - Training to NVP). He carries certifications in 'Professional Patterns of Management' by Kinder Brothers, USA | 'GTB Training' by EREHWON, Singapore | Certified 'Hospitality Educator' offered by American Hotel and Motel Association, Michigan, USA | 'Sales Master' by Mercury Goldman | 'Train the Trainer' by XIME | 'Financial Educator' by New York Life | 'Designing Life Insurance products' by New York Life.
ACHIEVEMENTS:
Dev had been a member of an 'Elite Product design committee' in Max New York Life. He played a crucial role in expanding the footprint of Agency offices from 7 branches to 77 branches between 2004 and 2008. He was part of the core team formed to clinch the AXIS Bank deal in favour of MNYL. In a record period of 75 days, He piloted his team to draw a simplified sales process and effectively implemented it across 900 branches Pan India.
SPECIALITIES:
Goal setting | Leading organizations from current state to desired state through Orbit Changing Interventions | Senior Leadership and Middle Management Interventions | Impacting Productivity through people, products and process | Innovative Product launches | Nurturing bottom quartile (productivity) management and agency to move up to next quartile | Impactful Pre Licensing Training based on Hub and Spoke model.
Registration Fees
Registration is confirmed upon receipt of payment.
Fees once paid are non-refundable and non-transferable.
Online Workshop - The Modern Sales Advantage Series
Date :
- 03-09-2026 (Thursday)
- 10-09-2026 (Thursday)
- 17-09-2026 (Thursday)
- 22-09-2026 (Tuesday)
Time : 03:00 PM - 04:30 PM.
Venue : Online - Zoom
Frequently Asked Questions (FAQs)
* Can I attend only one webinar?
Yes. Each session is designed as a standalone executive master-class. However, attending all four sessions provides a comprehensive understanding of modern sales leadership.
* Will recordings be shared?
No.
* Is there a certificate?
Yes. Participants will receive a Digital Certificate of Participation, provided they attend all 4 sessions.
MMA Management Center
New No:240 Pathari Road
(Off Anna Salai) Chennai – 600006.
