Masterclass
The Scale Your Sales Framework
Retaining your existing key customers and accounts and then increase per account revenue and future-proofing revenue.
The Most Effective Growth Strategy Right Now
80% of B2B buyers surveyed, customer experience as the top reason why they remained with a specific provider over another. (Sirius)
The 80/20 correlation is a core component of the Scale Your Sales framework. Customer experience is essential for customer growth, retention and advocacy and could potentially make or a break your company's success.
45% of the B2B customers said they are not getting the value they were promised, and 42% indicated leaving the supplier, while 61 % were not willing to recommend the providers. (Sirius)
The Scale Your Sales framework helps to close the gap between seller and key customers perception of experience and decrease churn and increase retention. To do this, you must have a future-ready sales operation and enterprise fit for purpose.
EY referred to the "consumerisation" of B2B buying, hence making customers increasingly elusive.
To remain relevant, sales professionals must become as digital coherent as their key customers and match the end to end customer experience. The Scale Your Sales Attraction Framework is the mechanism.
Scale Your Sales Maximises The Return From Your Most Valued Customer Relationships
Daniel Hutchinson
Learning Solutions Sales Director, Cambridge University Press 2015
It was the energy that Janice injected into the room that made such an impact on all the delegates (global sales managers) learning experiences. I encountered Janice’s skills on the Cranfield Key Account Management customise in-company programme.
When Janice arrived, the delegates were at the end of an intense week. Being able to energise was crucial to bringing the delegates on-board to the new techniques. Janice’s ability to carry people with her was critical to the sales teams learning outcomes.
Tracey Woodward
CEO Aromatherapy Associates 2016
My team were very happy to be included in the cross-functional team masterclass, to communicate uncover the customers language used and explore our company goals discuss and share our wishes for the brand. 2016
The Scale Your Sales Framework
RETENTION
First, retain and understanding your value both internal and external value transfer and making it your competitive advantage through positioning and customer experience.
PRODUCTIVITY
Second, focus on the most productive assets of your business, your key customer and account – who are they and how can you personalise the promise your make.
ATTRACTION
Third, grow through your best customer assets, engage, educate, and elevate them into partnership customer relationships.
Scale Your Sales Framework is a flexible group training program delivered using interactive resources including voice, video, polls, Q&A, polls, chat, breakouts, gamification, face to face, hybrid and online to enhance engagement and adoption.
87% of new skills are lost within the first month of training. We will reinforce new skills and support new behaviours in the essential follow-up program. Note: we use the Kirkpatrick's Four-Level Training Evaluation Model to analysing training effectiveness.
The Scale Your Sales PIXAR Process
Program
Design the PROGRAM Pre-questionnaire to establish and agree on KPIs and the learning journey.
interactive execution
Delivery INTERACTIVE EXECUTION 70% interactive workshop-style (present, apply and evaluate) with feedback learning questionnaire.
accountablity
Make ACCOUNTABLE with 6 and 12 months follow-up to reinforce new behaviours.
results
Evaluate RESULTS based on post-questionnaire.
William Smith
European Sales Manager - Rocketbook at Atlantic Access 2020
Janice's presentation was one of my favourites and gave me some great sales ideas. There was information about using LinkedIn for sales and how to produce relevant content that will get engagement from your customers. As a result of the presentation I have been thinking about how to better utilise social media strategies.
Farah Harmam
Communications Officer at Generations for Peace, Jordan 2017
What we learned with Janice in the Sales and Marketing Masterclass had a profound effect on all of us at Better Business, Jordan. We are already working on ways to incorporate her insights into our business and establish our unique difference and competitive advantage.
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