Relationship Sells Programs
Challenge
You have developed your customer well over the years, but in recent months the engine has been sputtering. This is literally a “heavyweight”, a real key account with a multitude of transformation challenges and correspondingly a lot of potential. So it shouldn’t be long before you have to answer internally why you’re not “getting more out of it” here.
Benefit
A good customer relationship needs to be maintained, but the network also needs to be actively developed. "Finding the money" is a process that can be managed to continuously increase Win Rate and thus revenue and customer satisfaction. Multiple relationship sells programs with different cohorts make your sales approach more structured: away from the "I know someone..." sales approach to long-term account development. In parallel, processes and reward models need to be adapted.
Content
In our Relationship Sells program, we think through specific customer relationships with your sales teams and systematically identify real sales opportunities. We work out where you stand and show you how to manage relevant stakeholders, develop a convincing position and communicate on the basis of an Opportunity, Relationship and Positioning Action Plan.
USP
We work with real sales teams on real customers and derive real opportunities. Win-win for your customers and for you. Immediately and also sustainably effective.
Format
12+
Deutsch, English
- Remote or as a blended concept
- 7x2,5 hours sessions distributed over several weeks
- 4x 2 hours individual coaching per account team
- Per team 1 hour final presentation in front of a real C-level (C-level from steercom) including feedback
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