In today's faced-paced environment, no relationship can be taken for granted. The organizations that will succeed are those that carefully select the customers they do business with. They will invest in building deep and meaningful relationships with these "right-fit" customers. These successful organizations move beyond demand capture to demand creation by uncovering unique opportunities to help their customers succeed. They move from being vendors to being strategic partners and they make the Purchasing department irrelevant. This level of engagement doesn't happen accidentally. It is planned. In this webinar, participants will be led through the process of developing strategic account plans that elevate the level of customer engagement.
Participants will learn how to:
1. Differentiate their value from the competition and resist commoditization.
2. Leverage current success and expand existing accounts.Convert their technical value to economic value.
3. Develop a process for customer-driven innovation.
About The Speaker
Adrian has over 20 years of experience in professional selling. He is an internationally recognized speaker, past president of the Canadian Association of Professional Speakers-Toronto Chapter, and the president of management consulting firm Whetstone Inc. He has earned a reputation for delivering insightful and exhilarating keynotes, workshops and webinars. As an expert in sales and strategy, he is frequently called upon to advise senior leadership teams and sales groups on the subjects of sales strategy and relationship management.
Adrian holds a Bachelor of Business Administration from the University of Ottawa (Dean's Honor List). He is also a certified Competitive Intelligence Professional (CIP) and a certified Professional in Business Process Management (P.BPM).
Adrian is the author of Human-to-Human Selling: How to Sell Real and Lasting Value in an Increasingly Digital and Fast-Paced World and is frequently called upon to advise senior management teams and sales groups on the subjects of sales strategy and relationship management.
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Connect with your Client | Adrian Davis | MILE Webinar | |
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| Education YouTube Video Editor View attributions | Upload TimePublished on 26 Aug 2014 |
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