The new normal
Your B2B customers have evolved greatly over the years. They are better informed, better educated, and better prepared in dealing and interacting with their supplier base. A change that becomes most apparent in the rise of a more professional procurement function that serves oftentimes already as your only counterpart in the sales process.
Effective collaboration between the sales manager on the supplier’s side and the procurement manager on the customer’s side is hence the key lever for creating sustainable value between companies. Unfortunately, this relationship is oftentimes completely broken.
Old sales methodologies fail
It is no longer good enough to be just a great storyteller, to place the cold call at the right moment in time or to be an expert in sophisticated negotiation tactics. To succeed in sales today, your customer expects you to thoroughly consult them on their individual business needs. They seek out for those suppliers that want to partner with their procurement teams helping them serve their respective stakeholders and customers with excellence, consistently and sustainably.
Customer centricity is key
As a successful sales professional, you not only need to understand but anticipate your customer’s requirements by genuinely caring for the customer’s business success, by showcasing your competitiveness constantly, by continuously improving what you do, and by responding to all your stakeholders’ needs swiftly. It is these behaviors and hence a CUSTOMER CENTRIC MINDSET that is THE KEY TO SUCCESS to build winning and sustainable business relationships with your customer and their buyers.
Our FIVIS workshops and masterclasses prepare you optimally for this new reality.
Customer centricity mindset
Think and act in customer centric way with confidence. Learn step by step how to cater to your customer’s needs. Understand how to build winning and sustainable B2B relationships.
Strategy Setting and Analysis
Identify and address business and stakeholder needs. Build value stream maps and navigate the customer’s buying journey with excellence. Analyse your customer’s buying strategies and optimize your sales approach accordingly.
Relationship management
Assess the performance of the business relationship. Identify strength, opportunities, weaknesses and risks. Build an action plan to win and to continuously improve.
Procurement insights
Understand procurement’s influence on your customer’s buying journey. Identify their KPIs and ways for working. Make procurement your greatest advocate in your customer’s organization.
Business & market analysis
Understand and analyse your customer’s business and their market. Assess your market environment and competition. Determine the balance of power and intervene accordingly.
Stakeholder management
Build effective stakeholder maps. Link and leverage relationships across organizations. Assess the importance and influence of stakeholders, their motivators and individual needs.
Sign up for our workshops and masterclasses today.
The benefitsof joiningour FIVIS trainings
Sustainable results
A sales training designed from your unique customer’s buying perspective enabling you to drive more sustainable business results.
Customer driven
Our FIVIS approach is a proven customer centricity methodology that has been invented by your customers and is applied in Fortune 50 organizations.
Unique insights
Direct interaction with seasoned procurement professionals to build your confidence in forming winning relationships with your buyers.
Realistic learning environment
Real life business cases from some of the best Fortune 500 companies.
Innovative learningapproach
A modern format of learning – online and F2F. Small theory units that can be readily applied in practice.
End-to-endfocus
Mentoring and tutoring by seasoned corporate buyers to make you win with your customer.