Understand how to create a great business to business relationship and keep your customers happy.
In today's world of B2B sales, the rules have dramatically changed. Everything has become a commodity. The only thing that sets good salespeople or customer success employees apart is the quality of the human 1:1 relationship that each person has with their customers/clients. Most companies now use some form of customer satisfaction surveys to check the temperature of the business relationships. Unfortunately, most companies use a methodology that is old fashioned and only measures the customer's response. With today's SaaS technologies, you can now learn more by surveying the sales teams and measuring their responses against your customers. This provides a true 360 degree view of the buyer/seller relationship. Focus on the building blocks of creating great business relationships and how companies can learn more about their customers, identify relationship blind spots and create more cross sell and up sell opportunities.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
Current State of B2B Selling/Customer Support
Why Don't Most Sales People Just Do It ?
Good Is the Enemy of Great
The F Word in Sales
What Are the Dimensions of a Great Buyer/Seller Relationship?
What Are the Relationship Levels in a Business Relationship?
How to Create a Great Business Relationship
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on March 16, 2016.
Call 1-866-352-9540 for further credit information.
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Geoff Miller
SalesEQUITY
- Director of marketing for SalesEQUITY
- More than 30 years’ experience in digital marketing, creative management, content creation, broadcast TV production; sits at the intersection of business strategy, creative, and execution
- Has created successful digital campaigns for Kraft Foods, IBM, American Express, Fidelity, LL Bean, Siemens, more than 10 educational publishers, the largest labor union in the U.S., and most recently for a Chinese international education exchange company with over 200 programs across the U.S.
- The original producer of the PBS Hit Kid’s Game show - "Where in the World is Carmen San Diego,” as well as co-executive producer for the PBS Miniseries - The War That Made America that has been broadcast in over 110 countries
- Ph.D., ABD in visual theory and psychoanalysis, The University of Wisconsin and the Centre D’etudes du Cinema a Paris
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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