, "serverDownMessage":"Internal server error, please try again after some time"
Businesses are sitting on mountains of customer data that has the potential to generate actionable insights. These insights can be used to engage with customers in meaningful ways that drive both loyalty and profitability. What's more, firms can now identify and retain their best salespeople by effectively planning and allocating resources that develop their skills and maximise sales force performance.
This interactive 2-day programme has been specially designed to equip participants with the tools to measure and maximise customer-level profitability and assess the lifetime value of a salesperson.
In each stage, the programme will emphasize how to manage:
Creating a customer-based strategy
How to engage customers effectively
How to predict, up-sell and cross-sell
Measure the sales force's lifetime value
Creating additional value from customers
The impact of a business reference
Using brand value for maximum engagement
who should attend
Business Heads, National Sales Heads, Directors Sales & Marketing, Marketing Heads, Sales Heads responsible for geographies/ country, and general/zonal managers responsible for Sales & Marketing.
The ISB-CBM’s faculty comprises the most authoritative sources and consultants worldwide in B2B Marketing from academia and industry, as well as those at the intersection of both. They bring real-world experience and practical business expertise to every engagement. Some of our international scholars are also Fellows at ISBM USA.
Professor V. Kumar
Regents Professor, Richard and Susan Lenny Distinguished Chair
Professor V. Kumar, Regents Professor, Richard and Susan Lenny Distinguished Chair; Professor in Marketing, Georgia State University, USA; Executive Director, Center for Excellence in Brand and Customer Management; Director, PhD Programme in Marketing, J. Mack Robinson College of Business, Georgia State University; Senior Fellow, ISB; ISBM Fellow
Please fill in the form below and our Learning Team will get in touch with you within 24 hours.