Managing B2B Sales Teams in Customer Specific Solutions

Previous Title: Managing a Sales Team for Customer Specific Solutions in B2B

    

Who is it for?

Managers who want their account teams to be more successful at delivering Customer Specific Solutions.

What business issues will we address?

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.

What will I be able to do after participating?

You will be better able to: 

• Identify and remove bottlenecks in your organisation that keep your people from doing their job
• Instill a no-excuse culture which takes away any reason for the customer “not to buy”
• Assist your people to build better briefings and cases for customer support in the organisation, taking into account strategic, operational and personal agendas