Most successful sales folks have known it for a long time, many successful marketers are benefitting from it also. We have alluded to it in our 4 R's of sustainable differentiation - Reputation, Reliability, Responsiveness and Relationship.
Yes - relationships are a key factor in marketing, sales and CVM success, equally as important as all the left-brain analytical things that often consume much of the marketer's and seller's time.
Now there is a new and unique marketing, sales and CVM program that recognizes and addresses the need for a combined analytical and interpersonal approach to these disciplines: Value2
The unique Value2 double impact CVM (analytical profit-driven) and PCM - Process Communication Model® (effective interpersonal communications) - is recommended for any company trying to improve bottom-line performance through improved marketing, sales or CVM implementation. This approach is designed to deliver rapid results through an integration of analytical and interpersonal elements of CVM, enabling marketing, sales, Key Account Managers and CVM management to
- Identify and quantify customer value
- Select and target most valuable and most profitable customers
- Qualify customer value
- Convert low margin customers to high margin customers
- Differentiate and Communicate Customer Value
- Capture Customer Value
- Improve customer relationships
- Build customer loyalty and retention
- Achieve improved Sustainable Profitable Growth
Value2 is a series of interactive workshop programs supported by individual and team coaching designed and developed by GEMS Europe CEO, Phil Allen and 5C!Concept Managing Director, Niki Heimann. The content is built upon their own personal experiences in marketing, sales, key account management and CVM. It includes unique elements integrating the analytical and interpersonal sides of these disciplines, based around Phil's Pentadigm® CVM Best Practice Model and Taibi Kahler's Process Communication Model®.
These programs are uniquely available from GEMS Europe GmbH and 5C!Concept through their new joint company, Value2 GmbH.
The recognition of the importance of relationships in the buying and selling process is one reason why many purchasing departments rotate their managers frequently to avoid the establishment of relationships. This program helps sellers to recognize quickly the personality type they are dealing with and teaches them how to communicate more effectively with each personality type that they may encounter
Value2 Key Account Management, Advanced Account Management and CVM programs are already achieving accolades from blue-chip clients of both companies for the immediacy and the sustainability of the impact they are having on business results.
For more information contact us at: info@squaredvalue.com