Program Title – “Key Account Management”
Session 1Session 2Session 3Session 4Session 5
Day1Market sensing (Frameworks and exercise)Market sensing (Frameworks and exercise)Customer lifecycle in B2B context and identification of customers
Day 2Major account sellingMajor account sellingOpportunity identification- “Spot lighting”
Day 3Customer Relationship monitoring & Competitor analysisCustomer Relationship monitoring & Competitor analysisFinancial WIN-WINGoal setting
Program Title – “Developing Growth Mindset”
Session 1Session 2Session 3Session 4Session 5
Day1Every business is growth businessSpotting new opportunities for the firm
Day 2Growth Oriented behavior (Delegation, Consensus building)Goal-setting Exercise
Program Title – “Value based selling”
Session 1Session 2Session 3Session 4Session 5
Day1Old vs New marketingFundamentals of customer value (Quantification of value, Value propositions, creating shattering value)
Day 2Transaction vs Enterprise Selling SPIN SellingValue retention during negotiation
Day 3Reorienting the organization for the value deliveryExercise: Creating value and delivering value for the participant organization
Program Title – “Customer Centricity and Customer Relationship management”
Session 1Session 2Session 3Session 4Session 5
Day1CRM – ContextIdentifying your customerFoundation of CRMCustomer engagementBuilding the culture of Customer centricity
Program Title – “Customer Centricity and Customer Relationship management”
Session 1Session 2Session 3Session 4Session 5
Day1Importance and fundamentals of relationships and networksAlliances to build competitive advantageAlliance strategy for your firm - Exercise
Day2Creating strong network of Intermediaries and SuppliersRelationship with Government, Regulatory bodies, InfluencersDeveloping Relationship Attitude
Program Title – “Communicate to Connect”

A. Understanding the Communication Framework

  • The A-B-C Framework ( ACCURACY BREVITY and CLARITY)
  • Barriers and Gateways in Communication

B. Making a Powerful Pitch

  • Pitching for Impact
  • Achieving the right balance between Content and Delivery
  • The crafting of an Elevator Pitch
  1. Assertive Communication
  • Key techniques of Assertiveness
  • Strategies for Saying No
  • Thomas Kilmann instrument for handling conflicts

2. Strategic Persuasion

  • Principles of Persuasion
  • Crisis Communication
Program Title – “Marketing 101”

3-5 day program on marketing for all working professionals

A. Understanding marketing management

  • Marketing mindset vs selling mindset
  • Market oriented planning

B. Analyzing marketing opportunities

  • Understanding customers and market environment
  • Buyer behavior and Segmentation

C .Developing Marketing strategies

  • Target market, Positioning
  • Developing new products and services
  • Designing marketing strategies
  1. Planning marketing programs
  • Branding, communication and promotions
  • Pricing strategies
  • Channel management
  • Sales management

       2. Marketing execution

  • Implementation
  • performance  measurement
Program Title – “Junior Sales team Boot-camp”

5-15 day training for junior Sales teams on Selling and customer management skills

  • Grooming and Etiquette
  • Language Enhancement Skills
  • Business Presentation Skills
  • Assertiveness, Listening Skills
  • Art of negotiation
  • Personal effectiveness – Planning and organizing
  • Positive attitude
  • Selling techniques
  • Retaining Customer for life
Other programs offered – Half to Full Day duration
  • Business Negotiation
  • Influencing and Persuasion
  • Mutual Trust and Inter-departmental relationships
  • Achievement Orientation
  • Business Presentation
  • Finance for Non-Finance Executives
  • Conflict Management
  • Crisis Management
  • Decision Making
  • Problem Solving
  • Managing Cross-functional teams
  • Attitude shift

Target audience:  Junior and mid-management teams