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Live Offer Development: Creating distinctive solutions and compelling customer-centred value propositions
Author: Philip Styrlund, CEO, The Summit Group
Presentation Handout | March 21, 2011
This session is designed to solve the key challenges faced by the sales team in addressing "must win" situations of revenue capture or relationship development. The session will articulate a structured, replicable approach to help you: 1) Immediately close the top revenue opportunities; 2) Protect key customers and create immunity from competition; 3) Expand the relationship and revenue base in existing strategic customers; and 4) Penetrate and disrupt competitive positions in accounts where you are not positioned today. Learn how to: * Deliver value as defined by the customer * Analyse and synthesise customer information and build compelling value propositions that leverage your total value to the customer and create competitive advantage at the same time * Interpret the meaning of customer initiatives and proactively introduce creative sales solutions that assist the customer in achieving their goals while engaging more of your firm?s solution capability * Gain access to and engage with the key and relevant customer executives * Understand how to leverage your assets to accelerate your customer?s success
Available to SAMA members only
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