

PipelineSetup
Is your pipeline built with your customers and the customer journey in mind? Does your sales team reach out at the right time with the right touchpoints?
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If the answer is no, Change Connect has the best practices to help you uncover all the most important customer insight, so you can structure your pipeline strategy to get the most out of that.
WHO SHOULD ATTEND?
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Entrepreneurs and sales leaders who are ready to digitize, revolutionize, or simply learn more about their customer relationship management system.
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Internal IT, Operations, or System Development teams.
LEARNING OUTCOMES
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Map out your business processes and tailor your CRM to align with the functionalities that help your team the most.
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Learn how to record, track and utilize data effectively to advance your business intelligence.
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Learn how to utilize the full potential of your CRM, keeping data and insights organized and accessible, as well as saving time by taking advantage of automation, segmenta-tion and dashboards.
WHY YOU SHOULD ATTEND
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Customer Relationship Managementsoftwares are centralized platforms with data and functions that could benefit the entire organization.
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Being able to effectively navigate andleverage your CRM tools to understand client behavior and respond to their needs will makegoal-setting more streamlined.
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Successful CRM implementation leads to cost and time savings for you and your team.
COST
$5,600 + HST per trainee
COURSE COMPLETION SCHEDULE
24 HOURS
Pre-reading and
business analysis

54 HOURS
Interactive classroom
sessions held over 12 weeks

24 HOURS
Post-classroom reading
and instructor-led tutorials

FINAL EXAM
70% to Pass

COMPLETION OF PROGRAM
IS FINANCIAL ASSISTANCE POSSIBLE?
from Change Connect. The program is aligned to meet partial educational requirements for industry experience hours.
Yes! Many businesses are eligible for financial assistance via the Canada Job Grant Program. Eligible employers may receive up to 83% of eligible training costs, up to a maximum of $10,000 per participant. Please contact us for more details.
MODULE 1
Client-Driven Advancement Funnel
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With a focus on process, we help you understand how your customers travel through the buying process and adapt your sales process to ensure it delivers the right value at the right time. This involves an analysis of advancement criteria, current gaps, and sales strategies to gather an understanding of the ‘current state’.
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With the current state in mind, we can assess and design an ideal ‘future state’ workflow and develop a Sales Process Playbook that aligns with the team.
Learning Outcomes:
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Gain an understanding of the customer, their buying journey, and motivations.
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Understand how best to align your sales process.
MODULE 2
Customer Centricity
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How well do you know your ideal customer? Enough to map out their characteristics, desires and goals?
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This module helps you to extract all of the custom insight residing within your team to produce a set of ‘Customer Avatars’ a visual representation of the different customers that engage with your company. We then produce an ideal ‘Rep Avatar’ to see how the two compare, This will provide a basis for any strategies or improvements that can better align the two profiles.
Learning Outcomes:
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Understand the Customer Avatar exercise and how to replicate it.
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Gather a comprehensive understanding of the customers you deal with.
MODULE 3
Customer Centricity (Journey Mapping)
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Having established the ideal customers, this module will guide you in fully mapping out the customer journey. We will identify where touchpoints are needed, pinpoint pain points, and determine what motivates customers at each stage.
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With a focus on the individual stages of the journey, we’ll create sales and marketing collateral that enhances the customer experience and helps them move more quickly through the journey.
Homework & Assignment:
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Gain detailed insights into each step of the customer journey.
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Learn best practices for every stage and understand how and when to apply them effectively.
MODULE 4
Multitouch Cadences
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Music theory teaches us that a cadence is what ends the phrase, and the particular cadence you choose to use, determines how you proceed to the next phrase.
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This is the same in sales. How do you transition from one step to the next and how does the way you resolve one step influence how you enter the next? This module involves developing a series of predictable and consistent actions to perform at certain times.
Homework & Assignment:
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Document cadences based on specific scenarios.
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Understand how sequences relate to the different stages of the sales process.