Strategic Sales Management, Business Workshop
2-Days Business Training in Strategic Sales Management
Is there a special task in responsibility of Marketing or Sales? The right answer might be: The key for market success is found in how the sales department and the marketing department communicate and cooperate with each other.
Marketing research is part of marketing management. In this Business Training we have a look at the whole market (macro view) rather than concentrating on increasing product and service features for our existing customer. The very best market researcher for existing customer groups is the Sales Manager.
We talk about product needs, product benefits and services like financing, leasing, delivering, availability of products and people, and such services requested by the customer that are not provided for so far.
With this sort of information we work out a strength and weaknesses analysis and combine the information with the business model of each participant.
We face 9 dimensions including investments into and risks of new products, new services.
A high benefit is offered by integrating the individual business cases into the business model.
Development and efficiency as well as long lasting results are at the core of our training.
Performance measurement, EBIT-margin, return on investment and methods of holistic quality management in combination with the Deming Cycle and continuous improvement process according to Kaizen concept will be the subjects of this business training as well as motivation of employees and implementation of business ideas into the market.
Content of this business training:
- Lead management and acquisition of new customers from a strategic point of view
- Strategic sources for customer acquisitions
- Integration of continuous improvement processes into lead management and Ishikawa method
- Cooperation with marketing and pre-sales management to define ratios, KPI´s and individual objectives
- Definition and development of most wanted customer
Serving existing customers with a strategic objective
- Analysing potential of existing Key Customers in terms of volume, revenue and profitability
- Cross-selling, up-selling and increasing the vendor´s position
- Definition and deployment of objectives with ratios and Key Performance Indicators, KPI´s
- Deming-Cycle and Kaizen in Sales and Marketing
- Customer Satisfaction Management
- Net Promotor Score
- Customer lifetime value, CLV
- Customer specific cost management
- Strengths and weaknesses
- Opportunities and risks by industry and by customer with the aim to decrease risk and to increase opportunity
Customer Recovery
- Reasons for being not “fully satisfied”
- Reasons for changing the vendor
- Successful methods to recover former A customers
- Ratios and KPI´s
- Kaizen for this sales asset
Management Deployment, X-Matrix, Hoshin Planning
Case study of individual business plan to practice the newly gained knowledge of business development
- Key partners
- Key activities
- Key resources
- Value proposition
- Customer relationship
- Customer segments
- Channels
- Cost structure
- Revenue streams
Training methods:
- Interactive workshop based on customer demand
- Short presentations from Roberto Capone
- Tools and techniques in quality management and sales
- Group tasks
- Sales scenarios
Optional: webinar, remote training, blended learning possibilities.
Your investment: 1,750.00 EUR + VAT
The 2nd person from the same company gets a 30% discount.
Duration: Two days 9 am – 4 pm
2 day trainigs
Country | Citiy | Beginning | Ending |
---|---|---|---|
Germany | Berlin | 23.08.2021 | 24.08.2021 |
Germany | Berlin | 01.03.2022 | 02.03.2022 |
Germany | Berlin | 05.09.2022 | 06.09.2022 |
Germany | Munich | 26.08.2021 | 27.08.2021 |
Germany | Munich | 03.03.2022 | 04.03.2022 |
Germany | Munich | 08.09.2022 | 09.09.2022 |
Austria | Vienna | 30.08.2021 | 31.08.2021 |
Austria | Vienna | 10.03.2022 | 11.03.2022 |
Austria | Vienna | 12.09.2022 | 13.09.2022 |
The Netherlands | Maastricht | 08.11.2021 | 09.11.2021 |
The Netherlands | Maastricht | 21.03.2022 | 22.03.2022 |
The Netherlands | Maastricht | 10.10.2022 | 11.10.2022 |
Luxembourg | Luxembourg | 11.11.2021 | 12.11.2021 |
Luxembourg | Luxembourg | 04.04.2022 | 05.04.2022 |
Luxembourg | Luxembourg | 13.10.2022 | 14.10.2022 |
Italy | Bolzano | 11.10.2021 | 12.10.2021 |
Italy | Bolzano | 16.05.2022 | 17.05.2022 |
Italy | Bolzano | 03.10.2022 | 04.10.2022 |
Spain | Malaga | 14.10.2021 | 15.10.2021 |
Spain | Malaga | 19.05.2022 | 20.05.2022 |
Spain | Malaga | 06.10.2022 | 07.10.2022 |
France | Marseille | 18.10.2021 | 19.10.2021 |
France | Marseille | 27.06.2022 | 28.06.2022 |
France | Marseille | 10.11.2022 | 11.11.2022 |
Slowakia | Bratislava | 01.09.2021 | 02.09.2021 |
Slowakia | Bratislava | 25.04.2022 | 26.04.2022 |
Slowakia | Bratislava | 15.09.2022 | 16.09.2022 |
Denmark | Copenhagen | 27.09.2021 | 28.09.2021 |
Denmark | Copenhagen | 04.07.2022 | 05.07.2022 |
Denmark | Copenhagen | 21.11.2022 | 22.11.2022 |
GB | London | 29.09.2021 | 30.09.2021 |
GB | London | 07.07.2022 | 08.07.2022 |
GB | London | 05.12.2022 | 06.12.2022 |