Strategies
to "Grow Your Business"
Speaker: Brian Dalzell
In broad general terms this program is a shift in attitude that says everyone, everything, every process and every procedure in the organization has one mission: "To develop and grow our customer's business as if it were our own."
In the past, organizations sold products / services to build their own companies and hoped these transactions would also build the client's company. In the future, they will need to add value and build the client's business before the sale, be able to prove how they can make business better and then offer products / services to build their own company.
It goes beyond sales and service to include the sharing of information, risk and, when appropriate, skills. It requires a significant retooling of our beliefs, competencies and assumptions as well as a higher level of proficiency in almost all areas of our business.
How is this program different?
This workshop provides all of the competencies, tools and perspective necessary
to help you move up to the next step in the evolution of the sales process.
To succeed in the coming years you will need to significantly change the way you develop business. If you wait too long you will miss the window of opportunity and continue to face a "me too" identity in an undifferentiated market.
You are the most valuable and critical component in your marketing mix. To become fully competent at this next level it will not only require building on your existing skills, you will need to add new skills and develop a significantly different mind-set. All of this must be integrated into a new framework for operating in a business environment that is not only changing but becoming much less predictable.
The major distinction between this program and the litany of courses that have been developed in the past is far more than a philosophical one. As the name indicates, its focus is on growing the business.
"Theirs and Yours"
If you are going to be more successful you will need to ruthlessly challenge
your assumptions and beliefs about the way things are and need to be. Whether
you are working for a multi-national with millions of dollars in sales or an
independent contractor, you will have difficulty moving forward until you relinquish
the past by letting go of your old beliefs and assumptions about selling and
business development.
