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Strategy, marketing, sales & pricing

For information about the following workshops, please contact Bill Diggons at +1 713.240.7714.

 

  • Understanding the customer's business model
  • Probability analysis
  • Decision trees and influence diagrams
  • Cash flow, NPV and IRR calculations
  • Value metrics: total profit contribution, payback and return on incremental investment (ROII)
  • Multi-level selling
  • X-division selling and pull-through
  • Developing harder-hitting cost-benefit tools, pitch decks and proposals
  • Staging a Value Chain Lab to influence procurement practices
  • Using a local technical forum to improve tenders
  • Benchmarking and scorecarding gambits
  • Persuasive communication techniques for executives, managers and procurement
  • Enhancing templates with local content
  • Adding high-impact summaries and closes
  • Embedding sales traps
  • Using best practice and top-10 lists to highlight differentiators
  • Best practices: style, grammar, spelling, units, abbreviations and mnemonics
  • Push vs pull vs guru marketing
  • Aligning/leveraging the internal team
  • Big bang vs creep strategies
  • Marketing communications best practices
  • Tools that work
  • Best practices of the best teams
  • Managing vs coaching vs leading
  • Focusing on contribution margin
  • Big deal closing vs mentoring
  • Motivation: compensations, awards and games
  • Discipline
  • Tracking and monitoring
  • Focusing on what's in it for me as a customer
  • Establishing real win-wins
  • Tactics that leave both parties satisfied
  • Playing hardball
  • Account management best practices
  • Account planning
  • Improving tenders
  • CRM do's and don'ts
  • 3Cs of pricing optimization: customer value, costs and competitive alternatives
  • Value segmentation
  • Erecting price fences
  • Understanding fixed, variable and stepped costs
  • Contribution margin–based pricing
  • Premium techniques
  • Discounting techniques
  • Segmentation and new business model pricing
  • Implementing price changes
  • Negotiating with the customer
  • Transaction vs relationship vs competitive selling
  • Shifting buyers’ preferences
  • Probing
  • Simple stories
  • Handling objections
  • Trial and presumptive closes
  • Economic value analysis
  • Setting and answering sales traps
  • Provocative selling
  • Presentations to win executive sponsors

For more information, contact Bill Diggons, +1 713.240.7714.

  • Industry trends
  • Market research
  • Segmentation and targeting
  • Positioning
  • Marketing mix: product, place, promotion and price
  • Communications
  • Control: roles and responsibilities
  • Know the vision
  • Know the business
  • Know the options
  • Decide and do it
  • Roadmapping/action planning
  • We hired Qittitut to help us develop and implement a Customer Excellence strategy designed to measure, improve and leverage the satisfaction and loyalty of our customers—and further differentiate us in the marketplace. Their expertise in this area and their ability to quickly understand our industry and culture were invaluable to our efforts. I would highly recommend them to any company seeking to take their customers’ experience to the next level.

    Director of Customer Excellence, Gas Pipeline Company

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