Customer Engagement uses pragmatic, proven approaches for commercial team effectiveness in meetings, understanding customer needs and delivering value propositions. This program is ideal for participants with responsibilities for account management, customer service or coordinating activities across multiple organizational functions. This hands-on program applies tools, techniques, role plays and templates required in pre-call planning for customer visits and account management. During this program participants will: Understand the account’s strategies, goals and buying behaviors Understand the account’s organization and influencers Develop value…

In business, as in life, you often receive only what you can effectively negotiate. Negotiation Skills will utilize Market Edge's experienced consultants to guide individuals and teams through the key skills to establish negotiating strength as well as role play negotiations to develop skills. In this intensive but engaging program, participants will: Understand key techniques for establishing negotiation strength Leverage engagement techniques for confident customer interactions Develop negotiation positions of strength and counters to objections Role play negotiation scenarios with…

Campaign Execution is an interactive two-day program for individuals and teams responsible for translating market strategy into segment specific commercial activities, from seasonal campaigns to new product launches. Participants will have first hand application of proven techniques to build clear and pragmatic campaigns, communication strategies and ladder planning, and campaign tracking and metrics. Program outputs include: Targeted segments and customer journeys Touchpoint design and creative briefs Ladder planning for internal communications, advertisements, agencies, channels and events Campaign performance metrics, dashboards,…

Optimizing the pricing of your offer has the single most impact on your business’ profitability. Value Pricing guides commercial leaders and teams with price setting responsibilities to manage and optimize business profitability. Market Edge consultants will coach participants in establishing a value-based mindset, and will use Market Edge's Pricing "Roadmap" to build pragmatic skill sets for strategic and tactical pricing approaches. The implications and insights will help develop pricing strategies for new and existing products and enhance negotiating skills for…

Strategic Marketing Program - 3 Days In this highly competitive world, companies who have higher understanding of the broad market dynamics, their customer’s purchasing criteria and the positioning of their offers with targeted customer groups will improve their business performance. The Market Edge Strategic Marketing Program will lead teams on an intensive three-day journey, where core strategic marketing concepts and associated tools are applied to mission critical challenges. During the program, participants will build their competencies, understand implications, and gain…

In this highly competitive world, companies who have higher understanding of the broad market dynamics, their customer’s purchasing criteria and the positioning of their offers with targeted customer groups will improve their business performance. The Market Edge Strategic Marketing Program will lead teams on an intensive three-day journey, where core strategic marketing concepts and associated tools are applied to mission critical challenges. During the program, participants will build their competencies, understand implications, and gain new insights as they build plans…

Key Account Management is a two-day program designed for Commercial Leaders and Sales roles with responsibility for influencing the direction and growth of strategic accounts. Participants will focus on the logic and ROI of KAM, discovery of actionable insights and analysis of KA profitability, and execution of KAM team designs and strategies. During this program participants will: Diagnosis the company’s readiness for KAM execution and key actions needed to align the organization for KAM Focus on KAM best practices and…

Territory Planning and Metrics is an ideal program for sales and account managers with regional or territory sales responsibilities. Participants will understand how to prioritize sales territories based on maximum business return.  Participants will analyze their territories and business objectives and then create their own territory plans prioritizing actions and KPI’s at an Annual, Quarterly, and Monthly basis. Market Edge consultants will deliver to participants practical tools, forms and metrics to: Build a pragmatic territory plan, based on maximizing sales wins and revenue, that…

Campaign Execution is an interactive two-day program for individuals and teams responsible for translating market strategy into segment specific commercial activities, from seasonal campaigns to new product launches. Participants will have first hand application of proven techniques to build clear and pragmatic campaigns, communication strategies and ladder planning, and campaign tracking and metrics. Program outputs include: Targeted segments and customer journeys Touchpoint design and creative briefs Ladder planning for internal communications, advertisements, agencies, channels and events Campaign performance metrics, dashboards,…