Practical tools for B2B sales and service
Customer and improvement oriented tools
Why are customer and improvement oriented tools important? Because in B2B strategy, sales and service, two questions are always relevant:
- what are we contributing to our customers?
- what is the value of that?
Because the answers to these questions are constantly changing, Sales & Service teams must be trained to ask and answer these questions over and over again. Based on data and the desire to continuously improve. That is being customer and improvement oriented.
To help them do this in a structured and disciplined way, I offer customer and improvement oriented tools: Value Selling to better understand the value of our contribution to the client and the RCCM to help teams to getting back on track when needed while executing strategy or plan.
Value Selling: what is the value of your solution for the customer?
My practical approach to Value Selling helps sales teams to better understand the value of a B2B product or service.
In a two-day workshop, the principles of value selling are explained and applied using a practical tool. A tool that teams can then use for their sales projects. In order to be well prepared for a sales visit or call. To know the return on the investment in the product or service from the customer's point of view. To know which problem it solves for the customer.
And to learn how to monetize the benefits and set the price based on this customer value.
Getting back on track with RCCM
A practical method for "problem solving" and thus keeping track in the execution of strategy or plan.
As a Sales & Service, how do you remain both agile and focused on the end result? It is inevitable that problems will arise during the execution of the plan. After all, the world is constantly changing.
Fortunately, there is a simple and structured method to find and tackle the cause of a problem or deviation from the plan. The RCCM.
RCCM stands for Root Cause Countermeasures. The method is based on four steps. It starts with defining the problem. Then finding and categorizing relevant data. Next how to get to the core of the problem (finding the root cause). And finally, how to effectively take measures that will solve the problem. A tool to use regularly to effectively implement strategy.
During a one-day workshop the RCCM method will be explained and applied to problems from our own practice. Teams can then use the RCCM tool in their daily work.
The customer and improvement oriented tools are part of my contribution as a Chief on Demand or can be offered as a separate service.
For more information, download the flyers:
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