Article – Upgrade you BD Capability with added Customer Focus for your non-sales staff - Shipley Asia Pacific

This article is for anyone responsible for or in BD and working with:
*Technical people with pre-sales and sales duties, but who do not consider themselves salespeople.
*Operations staff who help retain customers, and cross-sell and up-sell to them.

So what’s the problem?
You have a significant opportunity or an existing contract coming up for renewal. But the coverage of your current BD or salespeople is sometimes not enough to learn all you could about the customer, or to communicate your value proposition widely enough to them.

Wasted customer contact hours
Often there are other members of your team – delivery folk, contract administration people, engineers – working with the client for a significant number of contact hours per week or per month. These team members are often underutilised in gathering information, gathering insight, and conveying the value of what you do to the stakeholders in that customer.

Unlock the value of your whole team
It’s not enough to only have your sales and a few of your executives out doing calls. It can make a real difference if every member of your organisation who has contact with the customer is seen to be incredibly customer-focused.
They have opportunities to bring back to you ideas and insights about what’s going on in the customer, and gently, subtly, effectively – not in a ‘salesy’ way – convey aspects of your value proposition to them.

So what’s new?
Many Shipley customers internationally have asked us to come up with a program for non-sales, non-BD people. You now have access to a new Shipley workshop – Customer Focused Conversations. Participation in this unique workshop will help the rest of your organisation build subtle, widespread stakeholder engagement and influence with your customers.

Click on this link to view a short video you can share with your colleagues to introduce them to the benefits of this new course.
Or click here for more information on the course itself, or to join the wait list for an upcoming public workshop.
For in-house delivery of Shipley Customer Focused Conversations, call us on 1300 WIN WORK