Course Description
Strategic CRM and B2B Sales Integration
Module 1: CRM Fundamentals
- Introduction to Customer Relationship Management
- Evolution and Importance of CRM
- Components of CRM Systems
- Customer Data Management
- CRM Implementation Best Practices
Module 2: Managing Customer Relationships
- Customer Lifecycle Management
- Customer Segmentation and Targeting
- Customer Retention Strategies
- Building Customer Loyalty
- Feedback and Customer Satisfaction Measurement
Module 3: CRM Technology and Tools
- Overview of CRM Software
- CRM System Selection and Implementation
- Data Integration and Analytics
- Automation in CRM
- Emerging Trends in CRM Technology
Module 4: B2B Sales Fundamentals
- Distinctive Features of B2B Sales
- Understanding B2B Buyer Behavior
- B2B Sales Process and Funnel
- Relationship Building in B2B Sales
- Collaboration between Sales and Marketing
Module 5: Key Account Management
- Importance of Key Accounts in B2B
- Key Account Identification and Classification
- Key Account Planning and Strategy
- Relationship Management with Key Clients
- Retention and Growth Strategies for Key Accounts
Module 6: Consultative Selling in B2B
- The Role of Consultative Selling in B2B
- Understanding Customer Needs and Challenges
- Solution-Oriented Selling
- Value Proposition Development
- Building Long-Term Relationships through Consultative Selling
Module 7: Enterprise Sales Strategies
- Navigating Complex Sales Cycles
- Selling to Large Organizations
- Stakeholder Mapping and Engagement
- Customizing Solutions for Enterprise Clients
- Negotiation Strategies in Enterprise Sales
