The Hampshire B2B Business Development and CRM Masterclass
Thursday, June 4th, 2009
The Ark Conference Centre, Basingstoke
Business Development
“Business Development comprises a number of techniques and responsibilities designed to create new customers.
Such techniques include, assessment of marketing opportunities and target markets, intelligence gathering on customers and competitors, generating leads for possible sales, advice, creation and enforcement of sales policies.
Business development involves evaluating a business and then realizing its full potential, using such tools as marketing, sales, information management (sometimes called knowledge management), and customer service.
For a sound company able to withstand competitors, business development never stops, but is an ongoing process.”
CRM
“Customer relationship management (CRM) is a term applied to processes implemented by a company to handle its contact with its customers.
While the term is generally used to refer to a technology-based approach to handling customer relationships, most CRM technology vendors stress that a successful CRM strategy requires a holistic approach.”
However CRM initiatives often fail because implementation was limited to technology installation without providing the appropriate motivations for employees to learn, provide input, and take full advantage of the information systems.”
Masterclass Structure
A half day Masterclass on Business Development within B2B Sales - and a review and demonstration of the latest principles of CRM and associated customer-centric applications.
It will include such topics as:
- The use of New Customer acquisition as a basis for growth;
- Latest approaches/techniques within B2B sales - focusing upon the SME environment;
- Principal developments within the CRM tools and their effective application.
Target Attendees
The Masterclass is suitable for anyone involved in Business development within B2B Sales; equally the Masterclass would be of value to anyone who has general management responsibility for such activities.
The Masterclass will also be of value to anyone charged with responsibility for specifying or operating CRM systems within the enterprise sector, and cover the latest developments in terms of the evolution of customer-centric commercial environments – again specifically within SMEs.
Tutor Biographies
Jason Nash – Senior Product Solutions Marketing Manager - Microsoft Dynamics
Jason has extensive top level CRM experience, as he was the Product Manager for Janna Systems Inc, in the mid nineties before they were acquired by Siebel Inc.
More recently he has worked for a number of Blue Chip organisations, including Sony, Barclays Bank and most recently Microsoft where he is UK marketing manager for CRM systems.
Harry Hayden of Perform Coaching: www.performcoaching.com
Harry is a results-driven sales and sales management coach and mentor shunning traditional B2B sales methods; prior to setting up Perform coaching in 2005, he had 20 years of success in business solutions sales.
He has built high performing European sales teams for several multinationals and also served on the boards of small companies, introducing sales strategies that resulted in significant sustained business growth.
Antonio Falco
Antonio Falco, Business Facilitator, Guide, and Mentor has been working with business people and their businesses for over 12 years.
Practical in his approach, he has developed a highly tuned intuition that has guided him to understand the problems that businesses face and the solutions that will be effective in solving them, and going on to successfully help implement those solutions.
Richard Boardman - Mareeba CRM Consulting
A poacher turned gamekeeper and 14 year veteran of the CRM industry with over 300 CRM implementations, Richard runs independent consultancy Mareeba CRM consulting, as a non-software selling, vendor-agnostic voice and within the sector.
His business focuses on cutting the costs, minimizing the risks, and maximizing the returns from implementing CRM technology; Richard will therefore provide a user’s perspective on what can and cannot be achieved through CRM – and the pitfalls of its implementation and use.
Benefits
By the end of the Masterclass, participants will have a broader understanding of the latest techniques and aspects of New Business development within B2B Sales.
Equally participants will have the broader understanding of CRM and its application, and its potential developments over the next five years.
Logistics - Time, Place, and Cost
The event will take place on Thursday, June 4th, 2009 at The Ark Conference Centre, Basingstoke from 12 o'clock until around 5:30 pm; audience will be limited to approximately 100.
Ticket Application and Cost
The Masterclass cost is £25+VAT per person; this includes all Masterclass materials, refreshments, and a buffet lunch.
A dedicated web site enterpriseevents.org is now open to receive event registrations.
THE HAMPSHIRE B2B BUSINESS DEVELOPMENT and CRM MASTERCLASS