Effective client relationship management

Duration 45 mins: As a result of joining this event the participant will understand the importance of individual and organisational attributes in building an effective business relationship, and when and how to leverage such relationship throughout the sales cycle.

Credit CPDEx:1.0

Tag(s) Business, Leadership, Core, English, Level 4, Level 3, Level 5, Field Sales (territory or product focused), Sales Manager (first line), Sales Leader (second line +), Collaboration and Relationships, Team Performance, Change Management, Digital Skills, Governance and Risk, L3C2, L3C3, L4C5, L3C1, L3B3, L3C5, L3B4, L3C4, L4B6, L4B4, L4C6, L4C8, L4B3, L4C2, L4C9, L4C3, L4L2, L4L6, L4S2, L4S3

Effective client relationship management

Description

Recommended audience

Sales managers, account managers, sales representatives, product portfolio managers, sales and commercial engineers, business managers, customer-facing management

Type of audience

UK and International

Description

As a result of joining this event the participant will understand the importance of individual and organisational attributes in building an effective business relationship, and when and how to leverage such relationship throughout the sales cycle. This will enable them to secure long term customer loyalty, create a competitive advantage and achieve sustainable superior business performance.

Relationship management encompasses the strategies and techniques used by the business in order to manage client’s communication throughout the opportunity lifecycle. Whoever masters how to build, maintain and leverage business relationships will achieve higher performance and stay ahead of competition.

Not every salesperson can define with clarity core attributes of a business relationship. Often, they do not differentiate them from personal ones.

Most companies spend a lot of time and money building relationships with their customers, but do they manage to get the maximum return from this investment?

In this session, we will cover more in depth the attributes of the business relationships, effective ways to build it and the business benefits from managing it. We will conclude by presenting practical activities of when and how to leverage it throughout the sales cycle to maximize performance.

Key takeaways

Business Relationship attributes are different from personal ones and requires a holistic understanding of individuals and their organisation.
Effective Relationship management leads to total customer satisfaction, loyalty and improved overall business performance: Revenue growth, cost saving, referrals, pricing premium.
It is important to understand when and how to leverage the business relationship throughout the sales cycle. Such activities include: sharing information, influencing decision criteria, aligning buying centre members, validating value, negotiating in a collaborating way…

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

Nouredine Boubekeur A.ISP, sales and commercial learning and competency manager at Schlumberger

Nourdine Boubekeur has spent 23 years in the oil and gas industry in operations, management, account management, business development and sales and commercial, across Europe, Africa, CIS and Asia. Currently, he leads sales training and talent development for the eastern hemisphere, in Kuala Lumpur.