Client Relationship Management

KEY LEARNING POINTS
- The dynamics and ratios within the sales funnel
- The 4 characteristic purchase influencers, their disposition and power
- Understanding influencer behaviour through 'Company Wins' and 'Personal Wins'
- Customer company motivation as illuminated by sector pressure
- The one-hour analysis process for action planning

Course Content

SAMPLE COURSE CONTENT
- Structured selling for collective purchase decisions
- Identifying and contacting the influencers
- Managing the system for consistent results
- Syndicate exercises
- Software such as ACT!, Goldmine, Cabis

ACTIONS FORWARD
- Identify a suitable opportunity for analysis
- Gather the required information
- Assemble a small team and conduct the one-hour action planning process
- Progress action items
- Log observations throughout the process and be prepared to report back to the learning team