ACQUISITION B2B
Clients discovery in B2B
Clients discovery in B2B
Clients discovery in B2B
“If you really listen to your potential customers, here's what you'll hear: they're tired of salespeople telling them what they need and annoyed to be misunderstood by salespeople pressed by sales goals and uninterested in them.”
“If you really listen to your potential customers, here's what you'll hear: they're tired of salespeople telling them what they need and annoyed to be misunderstood by salespeople pressed by sales goals and uninterested in them.”
“If you really listen to your potential customers, here's what you'll hear: they're tired of salespeople telling them what they need and annoyed to be misunderstood by salespeople pressed by sales goals and uninterested in them.”
(J. C. Feigon)
(J. C. Feigon)
(J. C. Feigon)
Saturation of markets, a reduction, by customers, in the number of suppliers, a more complex and articulated purchasing process, easier and faster access of product information by buyers, plurality of players involved, price wars… have redefined the BtoB market purchasing process, radically changing the rules of the game.
Therefore, it is no longer sufficient to maintain and develop the existing “customer base.”
Seeking and developing new clients opens new opportunities by giving solidity and breathing space to the company.
The course is aimed at managers, salespeople and entrepreneurs interested in learning or deepening methods and techniques for acquiring new customers in B2B markets.
Learn the most effective techniques and methodologies for finding and developing new customers
Acquire skills to improve the redemption of commercial actions on prospects
Familiarize yourself with effective ways to approach potential customers
- Prospects: potential assessment and classification;
- Priority setting: prospect management matrices;
- The buying process and roles: key elements to consider;
- An effective sales model for new customers: the crucial steps, method, pace and sales skills;
- Redemption and commercial actions: analysis of results and improvement actions;
- Improving the sales pitch: understanding the potential customer and their needs by differentiating from the competition;
- Anticipating closing: how to reduce the number of meetings to turn prospect into customer.
2 day: Techniques and methods of new customer acquisition
1 day: Ways to contact and engage prospects
The methodology involves highly operational learning with high interactivity.
About 70 percent of the time will be spent on experience, the remaining 30 percent on rationalizing skills and increasing know-how.
The most frequently used methods will be:
- Discussion of business cases to create a link between training days and operational reality;
- Action Learning: starting from the analysis and interpretation of learning experiences, the process that generated it will be identified;
- Practical exercises: realistic group exercises to find and share solutions, understand difficulties and opportunities, and apply the methods discussed.
Participation in the “Account Management” course will enable participants to improve their performance in the area of sales activities and in particular:
METHOD
REDEMPTION
PERFORMANCE
Define and adopt an effective method of engagement and approach to prospects
Improve its redemptions in new customer acquisition
Increase performance in new customer development activities
Participation in the “Account Management” course will enable participants to improve their performance in the area of sales activities and in particular:
METHOD
Define and adopt an effective method of engagement and approach to prospects
REDEMPTION
Improve its redemptions in new customer acquisition
PERFORMANCE
Increase performance in new customer development activities
