Digital Transformation in Sales Forecasting
3 days|Delivered on request
This programme examines how the practice is shifting, and what delegates should adopt, adapt or ignore. It works through customer journey mapping and upselling and cross selling as they stand today and where they are heading. The shift is worth understanding because sales teams are frequently trained on the product and never on the conversation. Delegates leave able to work confidently with key account management, objection handling and customer retention in their own organisation.
What delegates leave able to do
- Review key account management and say plainly whether it is working, measured against recognised service design practice
- Put objection handling on a footing they can defend to a reviewer
- Improve customer retention within their own organisation
- Explain consultative selling to someone who does not do the work
What the course covers
- Customer journey mapping
- Upselling and cross selling
- Key account management
- Objection handling
- Customer retention
- Consultative selling
- Negotiation in sales
Who should attend
- sales managers
- customer service managers
- contact centre team leaders
- key account managers
