Detailed Course Outline
Consultative Selling
- Understand different sales models
- Introduction to consultative selling
- Consultative selling to bridge the business-IT-gap
- How IT is linked with customers’ strategy and operations
- Becoming business relevant
- The need for preparation
Analytics & Research
- Tools to analyze customers efficiently
- Analyzing value
- Applying research skills
Business Consulting Skills
- Personal and organizational requirements for consultative selling
- The partners’ role: sales vs. business consulting?
- Plan a consultative selling approach
- Plan and manage workshops with stakeholders
- Use different methods to manage the consulting process
Strategy – the Customers' Outside World
- Understand how strategy evolves
- Uncover the customer strategy
- Applying tools like PESTLE, 5 Forces, etc.
Business Model – the Customers' Inside World
- Understand the customers’ business model
- Apply the Business Model Canvas®
- Evaluate the “routes to value“
- Identify the buying centers’ key stakeholders
Business Processes & KPI's
- Understand the principles of a business process
- Different characteristics of business process – design & analysis
- Measurement of business process
- Business process improvement methodologies
- High-Level analysis of a customers’ key processes
Identifying the Buying Center
- Understand the buying center concept and the relevance for consultative selling
- Identification of stakeholders building the buying center
- Decisive behavior of stakeholders in the buying center
- Argumentation corresponding to motives and demand
Value Creation
- Defining entry points for higher value creation through our solutions
- Analyzing the business environment and the business model of a customer to find value creation opportunities
- Gathering key influencers to enhance the business care