Customer development and building sales plans
Training objectives
Key benefits of training
Working to improve relationships with existing customers using techniques that can also be applied to new customers. Creating and reviewing long-term sales plans based on simple and effective tools
Gain knowledge of analysing customer needs, creating effective sales plans, building long-term customer relationships, personalising offers and managing the sales process
Analysis of customer base using elements of strategic and business alignment, identification of white space and assessment of expected customer value over time
Description of training
The training course entitled. „Building customer and sales plans” is delivered in a workshop format and includes four workshops spread over time. Between each meeting, participants carry out practical tasks which form the starting point for the next workshop and allow them to systematically work on developing customer relations and sales plans. During the workshops, participants learn the necessary theory and then immediately put it into practice by working on their own examples.
The training programme focuses on techniques for asking questions in a business and universal context, analysing customer value over time and analysing sales plans using a white space approach. An important element of the training is building relationships with both new and existing customers by better understanding their needs and goals. Participants work on identifying and evaluating sources of customer information, understanding the value of this information and linking the company's added value and offerings to real customer needs.
The training also covers strategic and business alignment, identifying the most appropriate client-side audience for an offer and how to present and build relationships in the sales process. The entire course is geared towards the practical application of the knowledge gained in everyday sales work and the planning of long-term activities towards customers.
Key Programme Topics
Improve relationships with existing customers using practical techniques that can also be applied to new customers and improve sales plans.
Work on new long-term sales plans using simple and effective tools and develop the habit of regularly reviewing interim planning.
Gain knowledge in analysing customer needs, creating effective sales plans, building long-term relationships, personalising offers and managing the entire sales process.
Analysis of the customer base using strategic and business alignment, identification of white space and assessment of expected customer value over time.
MSUES 2.0 certification.
FAQ
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Our pricing policy provides discounts for group registrations of a minimum of 4 people. Please contact us directly if you would like to register 4 or more participants for a training course.
The final choice of location depends on the geographical mix of registered participants. Most often, the final location is announced 30 days before the open training date.
He brings 11 years of experience in both strategic and operational procurement across the white goods, maritime, aerospace, and laboratory services sectors at regional and global levels. He has worked in China, Poland, and the United Kingdom. A significant part of his procurement career has been dedicated to indirect sourcing, with a particular focus on IT category management. In addition, four years of experience as a Sales Director enabled him to develop a deep understanding of supplier - customer commercial relationships and a broad perspective on managing stakeholder needs, both internally and externally. He is a graduate of International Economics and Management at the prestigious Bocconi University in Milan. In building business relationships, he places people at the center, while recognizing that success depends on rigorous analysis of facts and data. In his view, there is no such thing as a “lost negotiation” - only one that was not properly prepared.
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