Lead Generation

Opportunity Qualification

Presentation

Negotiation & Closing

Account Management

Relationship Management

Companies don’t make decisions, people do. That’s why starting, growing, and managing customer relationships is critical to success in B2B sales.  

 

In this module, participants will learn how to use routine and process-oriented tactics to build lasting relationships with their customers. We'll start by defining an approach to effective relationship management and then we'll apply this approach to four challenging scenarios common to all business relationships.

COURSE DETAILS

Live training format

lessons

4 Hours completion time

Individual Coaching included

After completing this course, you will be able to:

  • assess the quality of your business relationships 

  • apply relationship management tactics to enrich current client relationships 

  • organize your routines and processes to address a large volume of relationships 

COURSE CURRICULUM

Understanding Business Relationships

  • Distinguishing companies vs people 

  • Relationship management vs relationship selling 

  • The relationship as a living thing 

1.

Stephen Gonzalez

Relationship Management

  • Establishing routine, process-oriented communication 

  • Assessing the health of your business relationships 

  • Avoiding the 3 relationship killers 

2.

Kevin Legg

Approaching High-Risk/High-Reward Scenarios

  • Key individuals 

  • Multi-level B2B relationships 

  • Personnel changes 

  • Problems, mistakes, bad news 

3.

Kevin Legg

Coaching

  • Develop a Relationship Management plan for 3 important business relationships

4.

Kevin Legg