Explore your customer and become a strategic partner for the digital future
Technology is increasingly becoming a strategic building block for digitalisation in companies. Strategic selling means that salespeople familiarise themselves with the customer’s strategy and become a partner. They no longer sell a technical solution, but new business capabilities – in other words, the basis for the new, digital business model. Strategic selling builds long-term, sustainable relationships with various stakeholders of the customer.
Budgets for IT & OT are shifting more and more from the business departments to the management and operational units of companies. Technology salespeople are challenged to have more and more of the conversation about strategic business issues. This course is for strategic account managers and any salesperson who suspects and wants to tap more sales potential outside the IT & OT department.
To better solve customer problems, you first need a deeper understanding of the customer’s business. How does the business create value? Who is the customer’s customer? How are strategy, operations and technology linked?
Participants quickly learn simple methods to analyse the business, deepen sales conversations and focus more on new opportunities beyond technology. They learn practical, proven ways to understand the customer’s business model and value chain, develop new approaches to the conversation and make the technology solution strategic.
You will learn how to link your offer to the strategic initiatives and value drivers of your customer. You will understand the strategic factors influencing the customer and how to use them for your sales.
In the workshop, you will work on a specific client and develop a strategic account plan. In this way, all the tools taught are immediately applied and anchored.
You will uncover new, previously unknown sales opportunities and expand your sales pipeline.
You will learn universal and proven strategic tools of business analysis and use them skilfully in sales. You will work on specific customers, develop strategic solutions, uncover real new sales opportunities and transfer them into your sales process.
Understand the interdependency of strategy, operations and technology
Identify your customer's business model, value proposition and value chain
Analyse the most important external influencing forces
Understand how companies value investments in technology
Find new opportunities in your customer's value proposition
Discover missing business capabilities of your customer and turn them into sales opportunities
Create an 'opportunity map' and create a long term pipeline
Uncover stakeholder influence, risk and motivation
Quantify your opportunity individually for each stakeholder
Learn the ingredients for powerful, persuasive messages
Bring your message to life with storytelling
Link stakeholders & buyer types to the right story
Take the lead and plan activities & responsibilities
Integrate concrete steps into the sales process
Are you interested in a training or a workshop – and want to make sure that your requirements are considered perfectly?
Verena Rhoads will answer your questions and advise you concerning your individual requirements. Use our contact form or speak to Verena directly:
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