the 100 MINUTE JOURNEY series of B2B sales engagement briefings
a selected collection of MBA based Commercial InSights specifically focused to provide practical personal development journey ‘Steps’ to further refine business capabilities and customer engagement credibility:
JOURNEY Theme A – Leadership Insight … Understanding the World of the C-Level Executive
JOURNEY Theme B – Shaping Powerful Business Conversations … Understanding Customer Commercial Dynamics and Identifying Corporate Business Priorities
JOURNEY Theme C – Shaping Powerful Value Propositions … Winning Business - Essential Value Proposition and Business Case Principles
JOURNEY Theme D – Transforming Go To Market Capability … Practical ‘building blocks’ highlighting how today’s leading Corporates build new business
Business Objective
The emerging economic and business reality of 2020-21, and beyond, will further reinforce the business imperative for all who are customer facing to be highly commercially literate ‘real world’ business-people … capable of engaging powerfully with customer senior Line of Business decision drivers. This requires an outstanding blend of Capability, Confidence and Credibility. The initiatives in this document are deliberately directly focused on these priorities.
The business objective is to accelerate capture of additional $ revenue value.
| Theme A - Leadership InSight | Understanding the World of the C-Level Executive … a ‘Three Step’ initiative | Step One | Step Two | Step Three |
|---|---|---|---|---|
| Understanding the world of the CFO and CEO – standing in the shoes of your target customer | → | Understanding the world of the CMO and CDO – standing in the shoes of your target customer | → | Understanding ‘Boardroom’ decision taking – sitting in the executive suite |
| Theme B - Shaping Powerful Business Conversations | Understanding Customer Commercial Dynamics and Identifying Corporate Business Priorities … a ‘Three Step’ initiative | Step One | Step Two | Step Three |
|---|---|---|---|---|
| Disrupted Reality – A summary of latest thinking on how to capture opportunities in today’s world of transformation THE CAPABILITY CHALLENGES |
→ | Industry Insight – practical research / profiling concepts to highlight the customer sector dynamics and emerging future reality THE SECTOR CHALLENGES |
→ | Commercial Credibility – awareness of the fundamental financial principles and essential ‘language’ of the Commercial Sector THE PERFORMANCE CHALLENGES |
| Theme C - Shaping Powerful Value Propositions | Winning Business - Essential Value Proposition and Business Case Principles … a ‘Two Step’ initiative | Step One | Step Two | |
|---|---|---|---|---|
| Using compelling value propositions to drive competitive differentiation and influence buyer behaviour | → | Powerful Value Proposition and Business Case Principles – the ‘CFO / SVP Finance’ decision making concepts | ||
| Theme D - Transforming Go to Market Capability | Practical ‘building blocks’ highlighting how today’s leading Corporates build new business … a ‘Five Step’ initiative | Step One (Day 1 am) | → | Step Three (Day 2 am) | → | Step Five (Day 3) |
|---|---|---|---|---|
| Adopting a Customer Experience culture and mindset to compete and win | The Social Media evolution and how to harness to improve customer connections | |||
| Step Two (Day 1 pm) | Step Four (Day 2 pm) | Practical steps for improving your Personal Influence and Impact | ||
| Conducting analysis for insight about how to drive improved differentiation and competitive performance | Integrated and collaborative Promotional Planning in B2B Markets | |||
Delivery Structure
The overall approach provides an integrated set of thirteen ‘Steps’ each of which is delivered as a ‘100 MINUTE’ Live-Virtual session. These have been developed based on the experience of the TMMp team for immediate roll-out.
The optimum participation is 16 persons to allow for a relevant level of interactivity. Each session is led by one of our Programme Directors (Louisa Moger / Mike Ashton / Paul Elkin). Each have senior business leadership experience, sales and business development ‘domain’ expertise plus significant direct Sales / Presales / Account Director / Business Development participant coaching insight.
This initiative provides a highly cost-effective solution to delivering high impact personal / team development with a particular focus on commercial skills and powerful customer engagement.