| Go
to Market Workshop
|
Topic |
Activity |
Coach |
Time |
Introduction |
|
Session
Leader |
8:30-9:00
|
| • |
Introduction
of TeamMembers |
| |
• |
Roles
& Responsibilities |
| |
• |
Workshop
Goals |
Building
Value Through Relationships
|
|
Group
Exercise
|
9:00-10:30 |
| • |
Presentation:
Building Value Through Long Term Relationships |
| |
• |
Essentials
of Relationship Management |
| |
• |
Relationship
Strategies & Goals |
| |
• |
Relationship
Commitment |
| |
• |
Sponsorship |
| • |
Exercise
#2: Complete The Client Playbook for Your “Best” Customer |
| |
• |
Ideal
or Best Customer Analysis |
| |
• |
Present
and Discuss |
Who
Are Your Most Attractive Customers? And Why?
|
|
Group
Exercise
|
10:30-12:00
|
| • |
Presentation:
The Essentials of Managing Relationships |
| |
• |
Attractiveness
Assessments |
| |
• |
Relationship
vs Business |
| |
• |
Portfolio
Analysis |
| |
• |
Suspects,
Prospects and Ideal Customers |
| • |
Exercise
# 3: Who are the Most Attractive Customers? |
| |
• |
Target
Customer Selection |
| |
• |
Analysis
and Ranking |
| |
• |
Sales
Opportunities |
| |
• |
Present
and Discuss |
Getting
the Relationship Process Started
|
|
Group
Exercise
|
1:00-2:30
|
| • |
Presentation
:Customer Portfolio Analysis |
| |
• |
Value
Opportunity Analysis |
| |
• |
Sales
Planning |
| |
• |
Concept
Call & Call Planning |
| |
• |
Face
to Face Selling |
| • |
Exercise
# 5: Complete Portfolio Workbook |
| |
•
|
Present and Discuss |
| Developing
the Relationship Strategy & Plan |
|
Group
Exercise
|
2:30-
5:00
|
| • |
Exercise
# 6: Relationship Strategy & Plan |
| |
• |
Presentation: How To Approach The Customer? |
| |
• |
Prepare
The Client Playbook/Sales Call Plan |
| |
• |
Review
and Discuss |
The
Customer Playbook! |