WEBINAR SERIES
How to develop customer portfolios
Higher revenue with existing customers
Everyone knows that it is much easier and cheaper to increase sales with existing customers than to find new customers. On the other hand, many people have experienced that an increase in discounts is often used as a lever for increasing the loyalty or revenue. It is not the only lever, however.
Studies have shown that customers are prepared to pay more if the supplier can demonstrate the value of the total package provided.
- How can you avoid that customers limit price comparisons to comparing the properties of products and services?
- What changes are needed to improve the contents of sales talks?
- How to make it more difficult for your competitors to have access to your customers
Presented by Valerie De Coninck & Pascal Persyn
Watch other webinars from this series
[WEBINAR 3]
How to manage customer portfolios dynamically
What is dynamic portfolio management and how to implement
How to steer, support and coach salespeople differently to increase their openness to change
How to eliminate the perceived risk
How to promote reflection on and critical assessment of customer situations among salespeople