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?