Improving Sales Performance through CustomerCentric Selling
August 14th – 17th, at Worthington Hills Country Club
Improving Sales Performance through CustomerCentric Selling is a 3.5 day workshop designed for sales, business development and marketing teams or individuals, as well as executives and other senior managers. The workshop is also ideally suited for customer contact personnel including pre-sales consultants and post-sales service and support staff. The program provides participants with an in-depth understanding of the sales process, training in the application of critical sales skills, and information regarding the use of sales support and management technologies to improve results. The program will focus on:
- Comprehensive training in CustomerCentric Selling, a repeatable and auditable consultative sales process that is aligned with your target market's purchasing habits; and
- The integration of marketing strategy and tactics into the sales process through the introduction of Sales Ready Messaging®; and
Topics
Covered:
In
this sales training seminar, sales people, managers, executives and
support personnel will learn how to execute key selling skills including:
- Prospecting/business development
- Need development
- Business value identification, creation and measurement
- Prospect qualification and disqualification
- Sales process control
- Negotiation and expectation management
Active
Learning Process:
In
the seminar, participants will learn the "how and why" of
sales. To help ensure competency in the application of sales
skills, participants will practice core skills in three (3) in-class
labs and seven (7) role-plays, all supervised by a CustomerCentric
Selling® coach. The participants will also apply core skills in
context of an in-depth evening group Case Study assignment.
The
Case Study assignment (team size: 4 - 6 participants) focuses on improving
the probability of success in an existing targeted opportunity. The
participants will form or fine-tune specific strategies to better handle
an existing large opportunity using CustomerCentric Selling® tactics
and tools. The evening work culminates with a presentation to the entire
group on the final day of the seminar. This exercise alone has produced
an immediate return on investment for many client companies.
Organizational benefits include increased revenues, improved forecasting
accuracy, and most importantly, improved margins. Margin improvements
typically result from shortened sales cycles, more effective marketing
campaigns, and a lower cost of sales management and administration.
The Course includes the following written materials:
- The CustomerCentric Selling workshop manual;
- The CustomerCentric Selling skill development exercise workbook; and
- A copy of the book CustomerCentric Selling by Mike Bosworth and John Holland.
Who Should Attend? Sales, business development, marketing, consulting, and customer contact employees.
Schedule: 3.5
days – Tuesday, August 14th, through Friday,
August 17th, at Worthington
Hills Country Club, 920 Clubview Blvd. S., Columbus, Ohio 43235.
Directions
to the club
Fee: $2,400.00 and includes all workshop materials and meals.
To register for this workshop, Click Here.
Instructors:
This
course is offered by BizLogx; an experienced team of sales and marketing
professionals who apply a practical and proven approach to helping
companies improve Sales Performance. BizLogx believes that Sales Performance
depends on the thoughtful integration and execution of all components
of the sales system, - from hiring, process selection, skills development
and messaging through management training and sales technology implementation.
Mike Mozenter, Chris Kiminas and Steve Berger are certified CustomerCentric
Selling® instructors with a combined fifty years of experience
as sales, marketing and private equity professionals. To learn
more about BizLogx go to www.bizlogx.com.
Chris
Kiminas
Chris
specializes in creating, directing and implementing sales and marketing
processes for a variety of companies including technology and consulting
service firms. During the last 25 years, Chris has held senior sales
and management positions with Xerox, Automatic Data Processing (ADP),
Goal Systems and Retail Planning Associates (RPA). He also has extensive
experience with new venture funded companies where he served in key
entrepreneurial sales and marketing start-up roles. Chris is a certified
instruction for CustomerCentric Selling and has his BBA from the Cleveland
State University.
Mike
Mozenter
During
the last fifteen years, Mike has worked with software, technology and
services companies in a variety of capacities, with a focus on strategy
development, financing, business development and sales execution. Prior
to founding BizLogx in 1999, Mike invested in and served on the boards
of numerous technology companies. Mike also served as the CEO of two
early stage, technology-based companies. In these roles, Mike gained
extensive experience in those marketing and sales tactics critical
to the success of growing technology and service firms. Since founding
BizLogx, Mike focused his attention on helping clients implement practical
and cost effective strategies to acquire customers, attract capital
and otherwise address the needs of rapidly growing technology and service
firms. Mike has assisted companies in the development of effective
business plans, go-to-market strategies and related sales processes.
Mike is a certified instructor and coach for the CustomerCentric® Selling
methodology and works extensively with companies in the development
and execution of practical, effective and manageable sales processes. Mike
also helps clients develop and implement messaging for use by sales
executives in their interaction with prospects during the sales cycle.
Mike has a J.D. and a B.A from Duke University and a Masters of Management
from the J. L. Kellogg School of Management at Northwestern University.
Steve
Berger
Steve
has 25 years experience in business development, general management
and marketing, primarily in healthcare and high tech industries. He
has been an entrepreneur, creating three new companies. At Abbott Labs
he was the general manager of a $120 million business unit, the marketing
manager for an $800 million business unit, and a new ventures manager
leveraging core competencies and market positions to restore growth
in highly competitive marketplaces and adding new product lines to
existing franchises. At Battelle Memorial Institute, Steve was
responsible for developing and managing the corporate venture capital
process. Steve has an MBA from Harvard and is a graduate of the Air
Force Academy.
Copyright © 2007 Bizlogx, LLC.
