For 3 registrations from the same entity, a standard 10% discount will apply. For over 4 registrations please contact us.
Tuesday 11/05/2021 - 15:00-18:45
Friday 14/05/2021 - 15:00-18:45
Quite often, even the most talented sales professionals tend not to be very organised: they could go to meetings unprepared, or may fail to follow up at the right time, etc. Their valuable talent is thus ‘wasted’ due to poor planning and a lack of structure in their sales activities. This translates to much poorer sales results.
Moreover, non-sales staff such as engineers/ operations often form trust relationships with customers and notice important additional needs the customer has. In most cases however, these relationships and the additional valuable customer needs they uncover are largely neglected by the selling organisation – and this again translates to much poorer customer experience and sales results.
To top it all, we often see customer-facing departments working in isolation, even in opposition: sales not really talking to administration, or engineers making life difficult for sales, and vice-versa.
But it doesn’t have to be this way: When it comes to how we serve our client accounts, there’s a way for all teams in the company to follow a shared vision, truly cooperate, and proactively plan and capture every new need of the client.
This seminar will deliver a powerful strategy for managing the client account that all customer-facing professionals can follow (regardless of department), so that all can act compatibly towards same goal.
The seminar will help the participants be more purposeful in every important client interaction (Clients’ moments of truth) and view every task they have through the lens of business development: to recognise sales opportunities when they occur naturally. This seminar will enable the participants to anticipate the client’s needs and capture the client’s imagination.
More specifically, through this programme sales professionals will be able to:
Account Management Strategy
Client Moments of Truth
From reactive to proactive Account Management
Setting up a Client Account Long-term Plan
Systematic Preparation before meetings
Strategic project selection
The fine balance of Follow-ups
The seminar will be delivered via an interactive approach that will include, a presentation, videos, discussions, group exercises, questions-answers, brainstorming, role-play, case study and mini-assignments.
This programme may be approved for up to 7 CPD units in Professional and Personal Development. Eligibility criteria and CPD Units are verified directly by your association, regulator or other bodies which you hold membership.
Who Should Attend
The programme is suitable for:
Alkis is a consultant and trainer, he is a founding partner and Director at Apriori Management Training, a local training & consulting company. He helps sales teams sell: he advises organisations on sales management and strategy, he delivers in-house sales training seminars that are custom-made to fit client's needs, and he offers one-on-one business coaching to sales executives. Here at EIMF he offers with us a number of training seminars on major sales subjects that have been developed having in mind the specific needs of our audience. He has worked in a number of industries - such as Market Research, IT, Telecommunications - and held a number of positions. Just to mention he served as the Sales Manager at Cablenet from 2008 to 2017, during Cablenet's period of high growth. Alkis holds an MBA from CIIM and he also has a Bachelor and a Master’s degree in Electrical Engineering from Cambridge University.