B2B Strategy Update for Senior Management

An exclusive designed briefing for senior management in B2B markets who are looking to realigning their strategy and organisation to make them more market-driven and in line with the current business and environmental trends. Read more

B2B Strategy Based on Your Customer Value Proposition

This workshop offers a comprehensive overview of the latest trends and thinking on B2B and high-tech marketing, exploring the challenges of customer centricity, CRM and seller-buyer relations, innovation management, value chain integration, emerging markets, sustainability and the role of the internet in B2B marketing.

We will provide senior managers with the vision, methods and tools needed to formulate a new marketing strategy and to implement it successfully.

Principles of Value-Based B2B Marketing

Every manager in a B2B enterprise needs to understand how to use marketing tools and techniques to create, communicate and measure customer value. Read more

Product Management in B2B Markets

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

B2B Business Intelligence for Customer Insights

 New sources of competition, the explosion of information, and increasingly empowered customers are driving the need for continuous adjustments to strategy and enhancements to customer value propositions. In this environment 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. Read more

B2B sales and key account management in customer specific solution

This workshop has been replaced by an expanded, updated version, Leading and Working in a Multifunctional Account Team for Custom-Made Solutions. Please click here for more information.  Read more

Managing B2B sales teams in customer specific solutions

This workshop has been replaced with an expanded and updated new workshop, Leading and Working in a Multifunctional Account Team for Custom-Made Solutions. Please click here for workshop details.  Read more

Managing B2B Sales Teams for Solution Selling in Premium Offer Markets

Sales in B2B markets have become more competitive and complex. Globalization, new sources of competition, intensive utilization of Internet combined with increased customer exigencies make it more difficult for sales executives to achieve their objectives. This workshop helps sales team managers to take advantage of these changes and proposes effective sales approaches and methods. Read more

Managing and Servicing Global/International Key Accounts in B2B Markets

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. Read more

Making Sense of Web 2.0 in B2B Markets

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, social media and virtual worlds - presents you with a broader range of opportunities than ever before. But how do you decide what to do? Read more

Setting up B2B Distribution Systems in Mature and Emerging Markets

Designing and implementing channels of distribution are among the greatest challenges facing  managers and often take the longest to implement. The elements of efficiency, effectiveness and control  are drivers in selecting and refining distribution channels that meet the needs of target segments and customers.  To be successful, it is important to adapt the distribution organization to the changing environments in mature and emerging markets. Read more

Leading and Working in a Multifunctional Account Team for Custom-Made Solutions

Selling custom made solutions is all but repetitive sales of products or services. Each custom made solution is different – every solution is tailored to the specific customer needs. Setting up and managing or working in account teams selling these custom made solutions demands a different approach, not only for the sales and marketing department but for the entire organisation. This workshop is dealing with all aspects of these multifunctional account teams in respect with the organisation, processes and management.  Read more

Selling Through Different Channels in B2B Markets

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 or solution fits these channels can expand both the reach and the profitability of your sales efforts. Read more