Strategic Sales Management, Business Workshop, 2023 WS - Training / Workshop von Institut für Verkauf und Marketing, IVM

Strategic Sales Management, Business Workshop

 2-Days Business Training in Strategic Sales Management

 Is there a special task in responsibility of Marketing or Sales? The right answer might be: The key for market success is found in how the sales department and the marketing department communicate and cooperate with each otherwayof cooperation and communication between sales and marketing is the key for market success.

Marketing research is part of marketing Management. In this Business Training we have a look at the whole market (macro view) rather than concentrating on increasing product and service features for our existing customer. The very best market researcher for existing customer groups is the Sales Manager. 

We are talking about product needs, product benefits and services like financing,. leasing, delivering, availability of products and people, and such services requested by the customer but that are not provided for so far.

With this sort of information we are working out a strength- and weaknesses analysis and combine ing the information with the business model for each participant.

We faceare with 9 dimensions including investments into and risks of new products, new services.

A high benefit will be offered by integrating the individual business cases into the business model.

Development and efficiency as well as long lasting results are at the core of our training will be granted.

Performance measurement, EBIT-margin, return on investment and methods of holistic quality management in combination with the Deming Cycle and continuous improvement process according to Kaizen concept will be the subjects of this business training as well as motivation of employees and implementation of business ideas into the market.

Content of this business-training:

Lead management and acquisition of new customers from on a strategic point of view.

• Strategic sources for customer acquisitions
• Integration of continuous improvement processes into lead management and Ishikawa method.
• Cooperation with marketing and pre-sSales management to define ratios, KPI´s and individual objectives.
• Definition and development of most wanted customer

Serving existing customers with a strategic objective

• Analysing potential of existing Key Customers in terms of volume, in terms of revenue and profitability
• Cross-Sselling, up-selling and increasing the vendor´s position.
• Definitionning and deployment of objectives with ratios and Key Performance Indicators, KPI´s
• Deming-Cycle and Kaizen in Sales and Marketing
• Customer Satisfaction Management
• Net Promotor Score
• Customer lifetime value, CLV
• Customer specific cost-management
• Strengths- and weaknesses
• Opportunities and risks by industry and by customer with the aim to decrease risk and to increase opportunity.

 Re-Conversion of former customer Recovery

• Reasons for being not “fully satisfied”
• Reasons for changing the vendor
• Successful methods to re-convertrecover former A cCustomers
• Ratios and KPI´s
• Kaizen for this Ssales Aasset

 Management Deployment, X-Matrix, Hoshin Planning

Case study at of individual business plan to train practice the above described newly gained knowledge of way of business development

• Key partners
• Key activities
• Key ressourcesn
• Value proposition
• Customer relationship
• Customer segments
• Channels
• Cost structure
• Revenue streams

Training methods:

• Interactive workshop based on customer demand
• Short presentations from Roberto Capone
• Tools and instruments techniques in quality management and sales.
• Teamworking Group tasks
• Sales sScenarios

Optional: webinar, remote training, blended learning possibilities.