Areas of Expertise

Open Enrolment & Registration

Customer Specific Solutions

Areas of Expertise

Workshops

Senior Management Guide

Business Functions

Business Skills for Managers without a Formal Business Background

Marketing

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Executive Summary

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Workshops

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Customer Specific Solution

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Consumer Markets

Customer Insights

Pharmaceutical and Healthcare Industry

Workshop: B2B

Business (B2B) Markets: Creating profitable value for your customers

B2B Marketing Strategy Based on Your Customer Value Proposition

Level(s): U

This workshop offers a comprehensive overview of the latest thinking on B2B and high-tech marketing, exploring the challenges of CRM and seller-buyer relations, innovation management, supply chain integration and digital commerce.

B2B Marketing Strategy Based on Your Customer Value Proposition training info

B2B Strategy Update for Senior Management

Level(s): S / U

What are the current challenges with respect to strategy, marketing, and innovation management in B2B? What about your strategy – to what extent is it market-driven and competitive? Does it create and capture value?

Business to Business Strategy for Senior Management in B2B Markets training info

Leading Your Organization for Customer Delight and Customer Focus in B2B Markets

Level(s): S / U

Most organizations leave their customers “satisfied but indifferent”. While 80% of corporate CEO's consider their business to deliver a superior customer experience, only 8% of their customers agree (and actually most consider their experience to be “bland”). In this hypercompetitive age, this is unacceptable. Companies need to “delight” their customers and manage relationships in a way that their customers become loyal to the point of actively recommending the company to friends and colleagues. For many organizations, this requires a complete overhaul of the way business is conducted. Silos need to be abolished, mindsets need to be changes, metrics recalibrated, compensation policies reviewed. And above all, the leadership of the business needs to understand, explain and show what it means to “get it right”.

Leading Your Organization for Customer Delight and Customer Focus in B2B Markets training info

Selling and Channel Management for B2B Product Plus/Value Strategies

Level(s): M / U

Companies typically turn to (value-adding) channels when geographic, resource or product constraints lead to a gap between what the customer needs and what the business can supply. Identifying and developing the right channels and managing how your product fits these can expand both the reach and the profitability of your sales efforts.

Selling and Channel Management for B2B Product Plus/Value Strategies training info

Selling B2B Customer-Specific Solutions

Level(s): M / U

Selling “products” creates competitive pressures that force a business to continuously compromise on price, margin, sales quality, … Moving from ‘selling products” to “solving business issues” allows your company to break out of its vendor role and be compensated as a trusted business partner.

Solution selling skills for complex sales: B2B sales management and key account management training info

Building B2B Customer Relations for Companies Providing Customer Specific Solutions

Level(s): M / U

Most companies tend to sell what they can deliver, rather than what the customer really wants. Yet when providing Customer Specific Solutions this isn't good enough. Truly understanding what your customer needs and reorganising your own resources to meet this needs to happen at every touchpoint of your business.

Building B2B Customer Relations for Companies Providing Customer Specific Solutions training info

Building B2B Customer Relations for Companies Selling Value Added Products

Level(s): M / U

Building customer relationships (and sell) on the provision of value will only work if every part of the organisation understands this value and is able to re-enforce it to the customer. This means understanding the customer's needs and incorporating them in all activities that may touch him/her.

Building B2B Customer Relations for Companies Selling Value Added Products training info

e- Sales, e-Marketing and e-Service in B2B Markets

Level(s): M / U

In most business markets, e-business has become the norm, yet opportunities still exist to make better use of the tools at our disposal. This can enable your business to sell products more profitability, dispose of excess inventory or capture more leads from the market place.

e- Sales, e-Marketing and e-Service in B2B Markets training info

Managing a Sales Team for Customer Specific Solutions in B2B

Level(s): M / U

The biggest challenge for an account manager selling customer specific is “getting the business to deliver what the customer needs”. For this he needs to understand both the way the customer works and “how to get things done” in his own company. Supporting your people on both fronts, will enhance their success rate and the customer's satisfaction.

Managing a Sales Team for Customer Specific Solutions in B2B training info

Managing a Sales Team in Channel/Value-Based B2B Markets

Level(s): M / U

Sales forces in channel relationships continuously need to strike a balance between “pushing volume” with “supporting the partner”, between “growing the distribution network” and “focusing efforts”. Getting the mix right leads to higher, more sustainable sales figures.

Managing a Sales Team in Channel/Value-Based B2B Markets training info

Managing and Servicing Global/International Key Accounts in B2B Markets

Level(s): M / U

As customers internationalize their vendor relations, sales and service structures need to follow suit. Being able to consistently manage international accounts at the global, regional and (sub-)national level, will allow your business to maximise sales opportunities and create a long term integration with your customer's business.

Managing and Servicing Global/International Key Accounts in B2B Markets training info

New Media Update for B2B Markets

Level(s): M / U

The current media-landscape is evolving at a rate which is almost impossible to track. Understanding the benefits of new and alternative media - from face-to-face contact, events and word-of mouth to online marketing and virtual worlds - presents you with a broader range of opportunities than ever before. But how do you decide what to do?

New Media Update for B2B Markets training info

Fundamentals of Value-Based B2B Marketing

Level(s): M

Know how to use marketing tools and techniques to create, communicate and measure customer value.

Business to Business Marketing Principles: B2B marketing tools & techniques training info

Profitable Channel Management and Implications on Supply Chain in B2B

Level(s): M

Customer value doesn't only come from the product itself but also from the way it's sourced and distributed. Understand this will allow managers to meet the customers' needs in a more targeted and profitable manner.

Distribution Channel Management and Supply Chain Management in B2B training info

Pricing Strategies in B2B Markets

Level(s): M

Understand how to measure customer value and implement value-based pricing in B2B.

B2B Value Pricing Strategy: pricing calculations and pricing plans training info

B2B Market Research and Business Intelligence for Customer Insights

Level(s): M

Marketers need to master best practice tools and techniques which allow them to thoroughly analyze and understand markets, customers and competitors, anticipate new customer needs, new niches and new market opportunities.

Business to Business Market Research and Business Intelligence (B2B) training info

Product Management in B2B Markets

Level(s): M

Making sure a product marketing plan is customer driven and can be executed by the organization enables managers to maximise the financial success of their products in the market place.

B2B Product Management Workshop training info

Mixing Sales Approaches in the Same Business

Most companies combine the direct sale of “Customer Specific Solutions” with offering of regular products (through channels). Usually, the one dominant way of working, generating today's cash-flow challenges the effectiveness of the other. Selling Customer Specific Solutions requires flexibility, customisation and extensive external partnerships. Selling products requires efficiency, streamlining and tight control.

Mixing Sales Approaches in the Same Business training info

Get Everyone in Your Company Focused on Your Customer Value Proposition

Understanding a customer-driven marketing philosophy will enable managers in technical, functional and line management to function more effectively, and come up with proposals that add value to the customer and ultimately to the bottom line.

Get Everyone in Your Company Focused on Your Customer Value Proposition training info

Green Profits in B2B Markets

Customers want companies that serve them to operate in an environmentally conscious manner. This can be a win for all, as green technologies can generate double-digit ROI. In short, you will learn how your business can increase both it's public image and it's bottom line.

Green Profits in B2B Markets training info

Certified Marketing Manager

Level(s): M

Making sure that every manager, thoroughly understands the concepts of marketing is a key step in building a truly customer-focused organization. With this understanding, managers can substantially increase the chances of success of any initiative in the market place. Participants who pass the exam will receive a certificate issued by MCE in collaboration with the Kotler Marketing Group.

Business marketing concepts for everyone in the organization training info

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