Overview

Virtually every company that sells business to business has been asked by their customers for more service and more customized solutions-at a reduced price. Companies around the world are responding to these kinds of customer demands with the notion of strategic partnerships. The course Strategic Level Selling has been designed to help both executive management and salespeople reconfigure their offering to insure both growth and profitability.

Objective

Participants in this learning process are challenged to consider whether their current partnership strategies will lead to increased market share-or lower margins on the same volume of sales. Participants will learn by doing. They will immediately apply their new insights to their key customer relationships and/or customer opportunities they have identified.

Content

Participants learn in a highly interactive format that includes large and small group discussion, brief lectures, and action learning.

Customer Buying Patterns

• Application of the Buying Pattern Model: Vendor vs. Consultant; Transaction vs. Partnership 
• Identifying buyer patterns in participants' accounts 
• Identifying strategic opportunities in participants' accounts 
• Strategies for influencing account behaviors

Key Results Areas

• Defining KRA's 
• Understanding KRA's 
• KRA analysis in participants' accounts

Strategic Account Diagnosis

• Defining a strategic account diagnostic call 
• Internal questions of the consultant 
• Key Results Goals: potential impact analysis 
• Managing primary contacts

Creating Long-Term Differentiation

• The slippery slopes of product differentiation 
• Effective differentiation relative to: Competitive products? Your customer? Your organization? Your market position? 
• Differentiation: Good News/Bad News 
• Customer Perspective: A Macro View 
• Building your offering: Strategy planning for specific customers 
• Key Results Goals: Action Steps

Seminar Length and Implementation

• 1 to 3 days 
• Can be delivered in half day modules 
• Primary learning model is "action learning" so pre-work and post-seminar follow-up is typically engineered into the implementation 
• Interactive multimedia support for ongoing application of the principles is available