2010 Profitable Growth Webinar Series In our strategic advisory work, we consistently see misalignment between critical areas of sales efficiency and effectiveness. Areas such as
Join us for the 2010 Profitable Growth Webinar Series with my colleague Ian Savage, where each month between April and September, we’ll cover the latest thought leadership in each of the topics below. Miss any of the sessions – don’t worry, we’ll also make the digital downloads available on RENow, as well as continue the conversation on each topic on RENetworks. Hope you’ll join us to raise the bar on your profitable growth, David Nour, author – Relationship Economics Managing Partner – The Nour Group, Inc.
Friday, September 17 | 1 PM Eastern (10 AM Pacific) Utilizing Available Channels Today's most effective sales and marketing organizations recognize that customers like to buy products and services in many different ways and so they create a multi-channel approach, providing multiple opportunities for customers to buy, ranging from web-based customer portals to channel partners. This webinar looks at best practices around utilizing the various channels to market available in today's world. You will also receive a link for a Digital Download of this session.
Complimentary Webinar Missed a Session? No problem - you can download any of our previous sessions on RENow Hiring and Developing the Right People
Acquisition, Development, and Retention.....three key words that are often used in the context of customer strategies and revenue growth, but they are equally important when applied to employees, particularly salespeople. Adding up all of the costs associated with recruiting, providing technology tools, training, plus opportunity costs means that in some industries it can take up to 18 months for even a good salesperson to reach break-even, and the cost of a bad sales hiring decision can be several times a salesperson's salary. World-class Sales Organizations develop a Success Profile for key sales roles to help them select the right people. This Webinar session addresses best practices in hiring and developing the very best salespeople.
Penetrating Existing Accounts The current economic climate has hit many B2B sales organizations hard. These organizations are seeing fewer sales opportunities, and are having to compete harder to win those opportunities. In tough times like this it is critical to consider your existing customer base, and to ask yourself questions like: Do I know the complete picture of the 'installed base' or sales history in this account? Where in the account can I sell more of the same product? What products have I not yet sold to this customer? Where in the account can I sell products that I have not yet sold? Who are my champions/mentors/coaches and supporters and how can I leverage these relationships to refer me to other divisions, BUs, or other parts of the customer's organization? If I can't sell them more products, is there an opportunity to sell them Services? This Webinar looks at different strategies for developing and penetrating your existing accounts.
Winning Opportunity Management The B2B world is characterized by long sales cycles, multiple buyers, often complex business solutions, and aggressive competition. We often tell salespeople in these situations that it is better to come last than come 2nd in the race, because to come in 2nd means they have probably devoted a huge amount of their time, and the organization's time, in trying to win the business. This Webinar discusses tools to help your salespeople qualify the opportunities they are working on, analyze their position in these opportunities, both from a competitive and political perspective, and determine the competitive and political strategies that will help them to win these opportunities.
Strategic Account Planning In the B2B world, selling has both "art" and "science" components, and they are equally important. While the "art" of selling refers to the interpersonal skills a salesperson utilizes when they are engaging with their customer, the "science" of selling is all about deciding how and where a salesperson should focus their time.This webinar examines some tried and tested tools for analyzing your territory, prioritizing the accounts in your territory, and identifying sales opportunities within those accounts. It also looks at the typical components of a Sales Plan and how to avoid the 70% failure rate due to poor execution of the Plan.
Strategic Relationship Planning™ (SRP) is the process of transforming an organization’s most valuable asset - it's institutional relationships into quantifiable performance, execution and results. Some of the areas in which clients reap significant results from SRP are: Strategic Focus, Revenue Growth, Talent Development, Cost Performance, Process Optimization, Matrix Effectiveness, Competitive Differentiation, and Corporate Reputation. You will also receive a link for a Digital Download of this session.
Extra Educational Resources In order to enhance your professional growth we are sharing some educational resources like articles and executive briefings here. Click on each link to get access to the resource.
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Sales efficiency and effectiveness is not a fad! On the contrary, it is that which separates those with great products and services (alone) with those who consistently deliver results in the market. From the right people, to the right processes, metrics / rewards and tools, if you combine these critical attributes, you too can build a world-class revenue engine. I hope you'll join us to help raise the bar on your profitable growth, David Join the conversation on RENetworks Click on the social networking sites below to "Follow David” online
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