During this webinar we will present a proven strategy that shows you exactly,
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which customers will have a likelihood of buying from you
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which need relationship work
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which are at risk of going to a competitor
It starts with being able to scientifically understand the relationship each of your reps have with their clients. The incentive? This will lead to more revenue opportunitites for your organization.
We will review groundbreaking research that examines relationship climates and human behavior. This research has led to the development of the most accurate and effective tools for measuring, monitoring, and managing the loyalty of clients.
Explore how sales organizations can substantially grow their revenue by taking a relationship-focused approach to sales. Discover the criteria upon which sales people are judged. Learn from a real life example of how one sales department used a customer driven approach to dramatically grow their business.
To request a copy of this webinar
| TOPIC: |
6 Critical Actions that Drive Deeper Business Relationships
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| DATE: |
Monday, November 22, 2010 |
| TIME: |
1:00PM Eastern / 12:00PM Central / 10:00AM Pacific |
| DURATION: |
60 Minutes |
| OVERVIEW |
There are really only three ways companies can grow revenue.
Acquisition
Development
Retention
While these three options are all fairly intuitive, when most companies decide to grow their business they often focus on the first of these three options – Acquisition – and sparsely consider the second or the third. Companies can develop highly loyal business relationships that will drive revenue now and well into the future.
If you are one of these companies, you are working too hard. When you consider the high cost of acquiring a new customer, the low cost of adjustments necessary to keep a customer, and the enormous buying potential of your current customer base, it becomes clear why.
The question then becomes how does a company improve retention and drive more sales from existing customers? The answer: Become more deliberate about building better business relationships.
By understanding the 6 Dimensions that drive great business relationships and by adopting the best practices that motivate customers to do more business with you, companies can develop highly loyal business relationships that will drive revenue now and well into the future.
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| PRESENTERS: |
 Tom Cates, President, Brookeside Group
Tom has advised top-level management in some of the largest and most recognized organizations around the world. Over the past two decades, Tom has emerged as one of the world's most influential thinkers on the subject of customer loyalty. His groundbreaking research into relationship climates and human behavior has lead to the development of the consulting industry's most accurate and effective tools for measuring, monitoring, and managing the loyalty of clients, customers, strategic partners and employees.
 Bill Eckstrom, Founder and President, EcSELL Institute
While a Sr. VP of Sales for a publicly traded organization, Bill found a market void in educational and developmental resources for his sales management team. As a result, he founded the EcSELL Institute. EcSELL Institute offers professional development specific to sales management. It helps sales managers stay aware of the latest trends, proven strategies, and reliable technologies as it relates to sales leadership and management. Members of the EcSELL Institute are able to make necessary adjustments in their management approach in order to optimize the productivity of their sales department and create a highly motivated sales team who regularly exceed their goals.
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REGISTRATION
IS REQUIRED: |
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