Overview The purpose of this course is to equip participants with the building blocks of customer centricity and what it means for the sales professional. Specifically we will be discussing the importance of doing a customer portfolio analysis to decide on resource allocation by salespeople to the appropriate customers. Customer stakeholder mapping and identifying customer painpoints along the buying journey will be emphasized along with developing customized value propositions. The second part of the course will be about creating pre-call plans along with developing the right set of questions to be used in a sales call to elicit maximum information from […]

Overview New technologies are dramatically changing the business landscape and challenging management to redefine strategies for business growth. This class focuses on exploring the impact of leading technologies such as AI, Blockchain, AR, VR and Social Networks, among others in the business strategy. We will connect this change to strategies models in the areas of business model transformation, technology adoption, customer engagement and change management. The class is organized around four workshops where we will work with a transformative technology, a business framework and a real company case. As an example, in one of the four workshops, the Business model transformation […]