Sales management. Creating the customer value.

• Structure of sales. Market, customer and competition.
• Creating a value proposition.
• Identification of the customer’s needs. Strategy and tactics for satisfying a need.
• Sales cycle.
• Planning and targeting in the sphere of sales. The customer’s future status.
• Sales funnel as an instrument of sales modelling.
• Adjustment of the sales funnel, the means of turning it into a process with 100% conversion at each stage

Setting up a sales department

• Organization structure.
• Criteria for selecting the sales staff: whom and how are we recruiting? The realization of I, I+I, I+We, I+Customer (Market). Controlling the EGO. Empathy and self-reflection.
• Creating the sales team. Personal goals and values.

Building bilateral relations.

• Consciousness and Deceit.
• Strategy for building the long-term relations with a client: value, trust, autonomy: how to apply this strategy for the B2C market? Conscious and non-conscious need.
• System of sales: building an efficient system in accordance with the selected strategy.

Mission of the company and the system of sales.

• Strategies and the owner’s focus of interest: how does the business owner see the future?
• What are we really selling?

Sales levels.

• Stairway of development. Product, partnership, unique competitive advantage..
•  Idea and money. What does the ownership structure demonstrate, and how does it affect the strategy?

Sales strategies

• Strategies built within a company: what are we working for and how do we understand it?
• Strategies we take to the market. Congruence and conflicts between the internal and the market strategies.
• Advantages of combining the short-term and the long-term strategies. Culture of consumption and consumer culture.
• Personalization of value as the basis for strategy in B2C and B2B companies.
• Creation and personalization of value as an alternative for segmentation.
• Strategy of unique competitive advantage.

Think about the questions:

• What do I do? What do I love? What inspires me?
• What do I want to achieve with this training? What result do I want to get from the program?
• Why does my company exist and what do we sell?

Recommended:

• Listen to podcasts with Volodymyr Orlov (links at the bottom of the page)
• Read the book by Itzhak Adizes "The Ideal Leader. Why it is impossible to become one".