DEEPENING CUSTOMER INSIGHTS

 

Customer executives want to engage with sales teams who offer them unique insights that will help accelerate specific business outcomes; one-size-fits-all "generic" insights won't sustain their attention. To accelerate credibility, insights need to be tailored to apply to the customer and its industry.

In the mind of a customer executive, the potential value of a sales team is directly proportional to the depth of their understanding and insight of the customer and the industry in which it competes. This places an additional pre-call preparation responsibility on the sales team to deepen their company-specific customer acumen.

Our blended learning curriculum puts the customer at the center of all activities and assignments. Participants walk away from our program with deeper insights on a target customer as well as the ability to replicate the same acumen-building approach with other customers in the field.

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