Customer Data and Segmentation for Small and Medium Enterprises
3 days|Delivered on request
Customer Data and Segmentation for Small and Medium Enterprises takes the discipline and works it through the constraints of this operating context, including pipeline management, service level design and the compliance obligations that come with it. The sector framing is necessary because sales teams are frequently trained on the product and never on the conversation, and generic training rarely survives contact with the local rules. Delegates leave able to work confidently with key account management, sales forecasting and service standards in their own organisation.
What delegates leave able to do
- Review key account management and say plainly whether it is working, measured against consultative selling methodology
- Bring sales forecasting into line with current good practice
- Improve service standards within their own organisation
- Explain difficult conversations to someone who does not do the work
What the course covers
- Pipeline management
- Service level design
- Key account management
- Sales forecasting
- Service standards
- Difficult conversations
- Negotiation in sales
Who should attend
- client relationship managers
- branch managers
- sales representatives
- sales managers
