The Advanced Customer Profiling Workshop is designed to help sales professionals understand customer behavior at a deeper level. The workshop focuses on refining skills in analyzing and building customer profiles using advanced sales models like the POSITION and FUNNEL Models. Participants will learn to gather information efficiently, build comprehensive customer profiles, and understand key decision-making processes. The course covers the importance of mapping out the Decision Making Unit (DMU) and provides participants with actionable insights into tailoring their approach based on customer profile data.

2 Days

R5000 per delegate (VAT inclusive)

• Onsite: Instructor-led training in Johannesburg
• Online: Live virtual sessions

• Sales Representatives
• Account Managers
• Business Development Managers
• Marketing Teams and Consultants

Session 1: Course

1. Build conscious competence in advanced sales skills
2. Understand the customer journey using the POSITION and FUNNEL Models
3. Identify knowledge and opportunity gaps for a deeper understanding of customers
4. Learn to refine sources of customer data through Industry Battle Cards
5. Build and understand the Decision Making Unit (DMU) and how decisions are made
6. Gain familiarity with the 4 Customer Contact Types
7. Use the Customer Profile Tool to create detailed customer profiles
8. Understanding Customer Journey
   • Applying the POSITION and FUNNEL Models
   • Mapping the customer journey to predict behavior
9. Identifying Opportunity Gaps
   • Understanding customer needs and filling gaps
   • Using Industry Battle Cards for customer insights
10. Building the DMU (Decision Making Unit)
    • Mapping out the roles involved in decision-making
    • Understanding decision-making processes within organizations
11. Customer Contact Types
    • Identifying and adapting to the 4 types of customer contacts
12. Customer Profile Tool
    • Creating and refining a customer profile for better targeting

• Price: To be confirmed based on company size and location
• Includes:
  • Comprehensive manual
  • Certificate of completion
  • Notepad & Pen
  • Professional training venue with lunch, teas, and refreshments