| Programme |
Developing High Performance Sales and Marketing Capabilities
|
| When & Where |
29-30 April 2008, Dubai |
About the
Workshop
“Marketing and sales success through a stronger ‘customers-first’ commitment”
There is a mounting pressure for financial institutions to increase shareholder value through enhanced customer effectiveness and increased cost efficiency. As such, the need to develop systems that attract new customers with value potential, enhance the shareholder value of existing customers and retain high value customers is crucial. It is imperative that financial institutions ensure the development of "right time, right product, right channel" sales and marketing capabilities that lower customer acquisition and management costs.
This workshop will provide you with cutting edge strategies highlighting the key success factors to help your customer-facing personnel connect better with customers, successfully understand their needs, and provide effective total solutions.
Programme benefits:
The workshop will cover fundamental issues and solutions including:
| • |
Achieve superior sales conversion and cross-sell rates
|
| • |
Improve likelihood of repeat business and better qualified referrals |
| • |
Improve attitude to brand and intent to purchase |
| • |
Achieve excitingly positive feedback from customers and staff |
| • |
Capture highly predictive information for sales program targeting |
| • |
Differentiate product/service offers facilitating unique customer relationship development opportunities |
This highly interactive workshop will comprise a number of modules that will consider both strategic and operational issues. The information and discussions will be delivered in a practical fashion that will not lose sight of the related implementation challenges.
Features Of The Workshop:
| • |
The workshop will be led by a senior top management practitioner with extensive strategic consulting and advisory experience. He will ensure the workshop takes a pragmatic approach that respects the fact that strategy must lead to practical solutions and tangible results.
|
| • |
The workshop will discuss actionable strategies that will assist you to build the bridge between "head office-generated event marketing objectives" and "practical sales activity by front line sales staff". Furthermore, these strategies will help leverage investments in expensive CRM systems with efforts on acquiring current and accurate customer information. |
| • |
The workshop will present easily understood methodologies related to life-event marketing, market segmentation, sales and service optimisation, and the development of distinctive value propositions and communications strategies. |
| • |
The workshop will include detailed case studies of other financial institutions' experiences in implementing high performance customer acquisition and management systems. These studies will discuss world's best practices for sales and marketing strategies and outline the benefits that have been delivered by way of improved marketing productivity, enhanced sales force effectiveness, higher customer profitability, and strengthened customer and staff retention. |
What You Will Learn:
The purpose of this workshop is to give delegates a good understanding of how FTP can be used as an effective tool to manage an institution’s risk and performance management practices. It will:
| • |
Easily understood methodologies to develop a genuine ‘customers-first’ commitment across your sales network |
| • |
The fundamental steps to heightening brand equity, and the key customer interactions that will strengthen brand relevance |
| • |
Leading approaches to customer acquisition and management being used by financial institutions
|
| • |
Key success factors involved in building world's best practice life event-based marketing capability in your organisation |
| • |
The vital components of a ‘customers-first’ communication strategy |
| • |
Steps to ensure the achievement of a consistent and integrated communications message to drive a distinctive marketplace position |
Who should Attend
The workshop will be most valuable to executives, managers and departmental heads responsible for:
| • |
Segments and customer value proposition development
|
| • |
Communications and campaign development |
| • |
Product packaging and offer development |
| • |
Brand management |
| • |
Sales force effectiveness |
| • |
Channel management and sales growth |
|
