Classroom Training
Strategic Sales and Customer Development
Through strategic sales and customer development, you can generate strategic methods, additional potential and sustainable growth.
Classroom Training
Strategic Sales and Customer Development
Through strategic sales and customer development, you can generate strategic methods, additional potential and sustainable growth.
Classroom Training
Technical input
Group work
Your Learning Goals
- Analytical toolset for the development of new/additional potential in your customer´s "share of the wallet"
- Roadmap for predictable growth (customer strategy and structure)
- Combining operational and strategic sales planning
- Supporting managers and sales in the sustainable achievement of goals
- Tangible customer benefit – development of real USPs to distinguish yourself from other market players
- Learning the mechanics of strategic differentiation both internally and externally
- Building communication competency in the matrix and in a multicultural environment
Course description
Your Situation
You are responsible for one or more high-profile customers and would like to continue to build and secure your business. You are knowledgeable and skilled in the basics of the “tools of the trade” and are now looking for strategic methods to identify addition potential, to expand your customer base and to generate sustainable growth. Your tasks include developing product and customer strategies as well as coming up with a “customer road map” for the in-house matrix with a variety of product segments and regions.
Content
The key elements of strategic selling:
- Planning with the sales filter
- Selection of the product portfolio according to Foster (S – Curve)
- Strategic competitor analysis
- “Five Forces and Strategy Model” according to Porter
- Maintaining the various stakeholders in the buying process – exerting influence and communication competence
- PEST and SWOT analysis
- Product/marketing matrix according to Ansoff
- Communication in a multi-cultural environment and on various levels
Content
The key elements of strategic selling:
- Planning with the sales filter
- Selection of the product portfolio according to Foster (S – Curve)
- Strategic competitor analysis
- “Five Forces and Strategy Model” according to Porter
- Maintaining the various stakeholders in the buying process – exerting influence and communication competence
- PEST and SWOT analysis
- Product/marketing matrix according to Ansoff
- Communication in a multi-cultural environment and on various levels
Most important facts about the course
- Linking operational and strategic sales planning
- Optimization of the creation of product and customer strategies
- Rich toolbox
- Active group work and business simulation
All dates
Your Contact Person
Our experts will be pleased to advise you!
Your Contact Person
Our experts will be pleased to advise you!