Find & Focus – Working the right customers

Customer Base Management

Find & Focus – profitable customers 

 

 

Do you know which segment is the most profitable?
Which customers gives fastest reurn on your sales effort?
Which segments give the least post-sales problems?  

This training provides sales professionals and sales managers with the tools to find and
focus on the most profitable clients – to maximize your growth opportunity with the fastest
and highest margin customers.

 

Book your training today!

 About the program…

To focus effort on the best opportunities that will give us the largest deals, faster, and with the lowest CoS (Cost of Sales), we need to understand which they are. This training discusses tactical customer segmentation.

 

 

We learn smart ways to to map our customer base and how we can optimise our invested time. We discuss more traditional gross margin thinking used in most companies, as well as additional perspectives focused on sales time investment and competences: similar purchasing behaviors, geographical spread, required sales effort, decision cycle length, that value the same arguments.

 

Finally, the program discusses in what ways we can sell more in every opportunity, and learn how to identify crosselling and upselling opportunities, as well as different expansion strategies in existing accounts.

 

 

 

made for you who…

 

This program is intended for you who

 

  • are a sales person who sell to many different types of customers in your territory
  • are a sales manager or sales director managing a team of B2B sales reps

 

the program provides

 

tools and methods to make larger deals, faster and with better margins!

 

Insights with respect to

  • industry segments and why some a re easier to sell to than others
  • customer maturity – a model that help you select the right opportunities for the month
  • insight on proactive vs. reactive customer management and how to gain time for the former.

 

agenda:

 

 

Workshop 1:

 

  • Focusing on profitable clients
  • Segmentation provides a map to focus
  • Proactivity is key to drive your agenda
  • Homework assignment – defining my map

 

 

Workshop 2:

 

  • Homework review
  • Product Attachment – selling the portfilio
  • The real cost of every transaction
  • When to say no
  • Using CRM and other data to follow up

 

Information

 

DURATION

2 half day sessions over 2 – 4 week
homework assignment and group work

UPCOMING EVENTS

At present this program is only offered as In Company. – Consultancy

 

LANGUAGE

English, Spanish, Swedish

INVESTMENT

1.459 €/participant (minimum group of 8)
(taxes, expenses and other fees not included)