Page 36 - BV-BC 4 days
P. 36
Customer Exposure
Preparing the Yourself, the Account Team and Your Customer for a Customer/Prospect
Conversation:
EXERCISE 1: 30 mins
Work together as a team to discuss and agree the following:
1. What activities can you and your team do to prepare for a business outcomes focused
engagement with your customer?
2. What activities can you propose to your prospect/customer to gain information and
knowledge about how technology can help them?
3. Who within your prospect/customer organization might be the right person or people to
propose these activities to?
4. You decide to offer an executive briefing to your customer. What might your agenda
contain and who might you invite to attend (from your company and customer)?
