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Building Strategic Partnerships

  • Course Code GBSPE100
  • Duration 3 days

Public Classroom Price

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Course Delivery

This course is available in the following formats:

  • Company Event

    Event at company

  • Public Classroom

    Traditional Classroom Learning

  • Virtual Learning

    Learning that is virtual

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Course Overview

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The global economy, increased competition and sophisticated and knowledgeable customers have changed the role of the sales professional. A ‘given’ is that the sales professional possesses an in-depth knowledge of the features and benefits of their products and services. A ‘must’ for sales professionals is that they have an in-depth knowledge of the customer’s business needs and how to create a strategic advantage for the customer that will provide a sustainable, mutually satisfying relationship over time.

The Building Strategic Partnerships program provides the advanced concepts, tools and skills to move sales professionals from product vendors, to service providers, to strategic partners – to work more effectively with their customers to achieve results.

Course Schedule

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Target Audience

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Experienced sales professionals, account managers and sales teams requiring advanced, strategic concepts, skills and tools for working with customers to achieve mutually profitable, sustainable relationships.

Course Objectives

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After the workshop, you will be able to:

  • Develop a Territory Assessment Grid to establish the current level of relationship with your customers
  • Review your current level of service with your customers along with your market position and future plans
  • Complete a competitive analysis of your own organization and your top competitors to identify your relative strengths and key opportunities and threats
  • Employ powerful selling skills to explain features and benefits and forestall/handle objections

Further Information

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Benefits for the individual:
  • Territory analysis that provides an accurate assessment of relative account value
  • Competitive analysis that targets where and how to focus energies and skills
  • Account reviews that pinpoint key drivers and business needs, and help identify value propositions
  • Spotlighting of profitable customer-revenue opportunities
  • Identification of opportunities for leveraging strategic selling and managing time more effectively

Benefits for the organization:

  • Sales strategies and objectives aligned to customer value and business strategy/objectives
  • Customer base segmented on value, not just account size
  • Disciplined, consistent approach for working with high-value customers
  • Identification and leverage of the organization’s competitive strengths
  • Higher productivity and results from sales force