Building Strategic Partnerships
- Course Code GBSPE100
- Duration 3 days
Course Delivery
Additional Payment Options
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GTC 11 inc. VAT
GTC, Global Knowledge Training Credit, please contact Global Knowledge for more details
Course Delivery
This course is available in the following formats:
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Company Event
Event at company
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Public Classroom
Traditional Classroom Learning
Request this course in a different delivery format.
Course Overview
TopThe global economy, increased competition and sophisticated and knowledgeable customers have changed the role of the sales professional. A ‘given’ is that the sales professional possesses an in-depth knowledge of the features and benefits of their products and services. A ‘must’ for sales professionals is that they have an in-depth knowledge of the customer’s business needs and how to create a strategic advantage for the customer that will provide a sustainable, mutually satisfying relationship over time.
The Building Strategic Partnerships program provides the advanced concepts, tools and skills to move sales professionals from product vendors, to service providers, to strategic partners – to work more effectively with their customers to achieve results.
Course Schedule
TopTarget Audience
TopCourse Objectives
TopAfter the workshop, you will be able to:
- Develop a Territory Assessment Grid to establish the current level of relationship with your customers
- Review your current level of service with your customers along with your market position and future plans
- Complete a competitive analysis of your own organization and your top competitors to identify your relative strengths and key opportunities and threats
- Employ powerful selling skills to explain features and benefits and forestall/handle objections
Further Information
Top- Territory analysis that provides an accurate assessment of relative account value
- Competitive analysis that targets where and how to focus energies and skills
- Account reviews that pinpoint key drivers and business needs, and help identify value propositions
- Spotlighting of profitable customer-revenue opportunities
- Identification of opportunities for leveraging strategic selling and managing time more effectively
Benefits for the organization:
- Sales strategies and objectives aligned to customer value and business strategy/objectives
- Customer base segmented on value, not just account size
- Disciplined, consistent approach for working with high-value customers
- Identification and leverage of the organization’s competitive strengths
- Higher productivity and results from sales force
- GBSPE100
- Building Strategic Partnerships
- Leadership & Business Skills
- GBSPE100 | Building Strategic Partnerships | Training Course | Leadership & Business Skills.
- Leadership & Business Skills