Business & IT Convergence - Discover the Customer (BIC-DTC)

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