2-Days Business Training in Strategic Sales Management

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