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All Programs
Partnership
 
All Programs
Partnership

Programs

  • 1. "Core competencies of sales"
    Themes
    1. Important causes and consequences of the communication system
    2. Why 99% of offers are not interesting to anyone
    3. "No!" as the beginning of a successful sales
    Abstracts
    • Sales functions (are you sure, you know?)
    • Transformation of the sales funnel
    • How sales guys' iniciative to manage
    • «About company and product» – "you will not have a second chance to make a first impression"
    • How to prepere the offer for meeting with B2B-customer
    • 5 typical mistakes of sales guys in communications
    • Features of the psychology of perception and ways to change the opponent's opinion
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    • 2. "Customer base development management"
      Themes
      1. Everything you wanted to know about the Dealer network
      2. CRM. Nuances of using
      3. KAM and Strategic partnership as a main value and growth driver of company
      4. Work with complaints and the Modern Concept of service
      Abstracts
      • Dealership and distribution. The consequences of misunderstanding of the difference. You and your dealer about the reasons for the adjustment of mutual expectations.
      • The development of the dealership. Opinions from different sides of the barricade. Tools and techniques. "Pitfalls" of the dealer network
      • Excel vs CRM. Is the choice always obvious? Experience of implementing CRM in several companies. How it happens and what you need to be ready for
      • B2B/B2B2C: Who is "in control" of management of development of the relationship between the supplier and the buyer. On the rules of mutual manipulation.
      • "Your company does not work with complaints!"or why the service Department doesn't like to be invited to Department meetings
      • Show me your "Help" button"
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      • 3. "Sales management. Product categories and groups"
        Themes
        1. Sales channels (B2B, B2B2C, B2C, franchising)
        2. Omni-channel
        3. Product management
        4. Pricing method
        Abstracts
        • About cannibalism of sales channels. In search of compromise between " I want - I can - I have to"
        • "Say" Omni-channel?"The conflict of modern technologies, "which are buried" the company in the eyes of customers
        • Why product management is not only the ADC(D) analysis
        • Segment or product Manager? When they're worth thinking about. About difficult tasks and functions
        • Product or market - the logic of segmentation and management
        • 3 components of pricing
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      • 4. "Efficient sales Department"
        Themes
        1. Planning and budgeting methods. Implementation
        2. The logic and criteria of the budget
        3. Performance evaluation and training system
        Abstracts
        • Does everyone need a budget: objectives, data, logic, and methods - "shaken, not stirred"
        • Sales and marketing budget: how and which tasks do set?
        • The planning stages and criteria of the budget
        • The most well-known budgeting models
        • Performance assessment system - why and how do conduct?
        • Competence model and training system - the main driver of the company's growth or an important element of the formation of the personnel reserve
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        • 5."Strategy and risks of sales development"
          Themes
          1. Commercial policy of the company
          2. The map of competencies and motivation system
          3. Basic sales strategies and risk map
          Abstracts
          • Ready sales guy for 2 weeks. How to quickly and efficiently to prepare a new employee
          • What is it communication matrix and why it often turns into a telephone directory
          • How a couple of well-organized and attentive sales guys can replace a whole analytical Department
          • On the importance of end-to-end motivation system. What your employees need to know about it logic.
          • 3 "golden rules" of the working motivation system
          • How to prepare for a similar conversation with an employee about motivation
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