B2B Masterclass 2013 - running order
B2B Masterclass, “The Importance of Business Growth”
Session 1 – B2B Business Development within SMEs
This session will provide an overview of the SME business development marketplace, a typical new-sector entry process, and the prospecting and targeting structures involved; it will also provide an overview of those techniques most effective within B2B sales.
Delegates will also review, in plenary session, a real life case study of business development within B2B - using a variety of different targeting and qualified-lead generation techniques.
Session 2 – The Use of CRM Technology to Transform Business Development
Delegates will examine typical adoption and implementation of CRM technology.
Delegates will also examine in plenary session the acquisition of a new CRM system from the viewpoint of both the users and vendors.
The presentation will assess the potential CRM-acquiring company, determine the critical success factors for specifying such a system, and examine an introduction plan outlining the basic structure of implementation and application.
Session 3 - Post CRM Value Enhancement
Delegates will examine commercial and operational Goal Setting including:
- Process Implementation And Usage Reporting
- Value Enhancement
- Why Do CRM Implementations Sometimes Fail?