Training

This 2 day course helps Sales personnel to understand and present to customer's, value based propositions, and position your organisation's competitive advantage to truly differentiate themselves

This course encourages the student to understand their competitive environment, as well as to identify and develop differentiating factors for their business. The course firstly discusses how to identify and analyse the top drivers of existing customer revenue.

Then it explores techniques to creating a solution roadmap for existing customers. This approach helps the student to examine their territory and plan a portfolio of offerings.

The concepts of account planning are also discussed to help the student understand how to grow their accounts.

The course has a strong practical component, with individual and group exercises and role plays.

Participants will gain an understanding of how to identify what value customer’s are looking for and how to position their solution in a way that meets them. The introduction of concepts including calculating and presenting TCO will assist in delivering concepts around sustainable business results in a differentiated way.

This workshop is designed for Sales and Pre/sales personnel.

There are no mandatory prerequisites for this session.

Key subject areas covered during the three-day workshop include:

• Competitive Landscape – understanding your organisation’s competitive position within the market and then developing key differentiators to beat the competition.
• Territory and Portfolio Planning – creating a solution roadmap to most effectively identify opportunities within the existing client base
• Account Planning – key concepts and techniques to grow accounts