The executive master class is a part-time modular program designed to teach professionals how to create, communicate, and deliver customer value in B2B contexts. The program consists of 4 modules covering topics like assessing customer value, implementing marketing strategies, pricing, sales, and developing marketing creativity. It includes an in-company project and opportunities to learn from faculty and other participants. The goal is to help marketing and sales professionals maximize value for their customers and companies.
Clay Creative is an integrated marketing communications firm that specializes in creating effective marketing solutions through various media channels. They work on a project basis from concept to completion or any step in between. Their solutions have improved clients' return on investment through increased sales, leads, website traffic, and other metrics. For more information, visit their websites or call their number.
Lean Sales book introduces
1 sales management method and approach for creating more sales results with less selling
5 stories of creating winning sales culture as told by senior executives themselves
20 case studies from companies that have applied Lean Sales method in practice.
Lean Sales is proven management approach for improving sales effectiveness and sales performance. It covers marketing and sales processes and the book (available on Amazon.com) explains also the financial benefits and business impact of Lean Sales approach.
Structuring for success - Developing a dynamic structure for your marketing t...B2B Marketing
With marketing evolving rapidly in response to adoption of emerging digital communication techniques and changing buyer behaviour, it's imperative that the skill set of the marketing function evolves too, to reflect this and to enable the brand to compete effectively in the digital age.
Furthermore, marketing must be able to concisely communicate and report on the value of what they are delivering for the organisation, to all departments and particularly to the board. Fresh from delivering Deloitte's Olympics sponsorship, brand and marketing director Annabel Pritchard will focus on how to build a marketing function that's fit for purpose and structured around delivering clear and measurable business benefits. This session will cover:
•Structuring the team - ensuring a dynamic mix of specialisms across the marketing function
•Managing and nurturing the marketing team - encouraging learning and skills development
•Raising the profile of marketing - reporting value to the Board and championing the value of marketing across the business.
This document provides information on a product management training program. It:
1) Outlines the key responsibilities of product managers, including successfully launching new products and services, balancing sales and R&D, and maintaining existing product lines.
2) Describes the program's modules which cover topics like strategic product management, developing value propositions, speed to market strategies, and acting as the interface between R&D and sales.
3) Provides practical details about the program such as dates, faculty, and registration information.
Marketing Mechanics provides services across the product lifecycle including research and analysis, whole product management, and product marketing. They help clients understand market opportunities and deliver customer value through an integrated approach involving cross-functional collaboration, knowledge transfer, and best practices in product definition, messaging, and reaching customers. Their goal is to help clients manage and deliver products to market success.
Steve Budra has extensive experience leading marketing strategies that have generated significant revenue growth for companies. As highlighted in testimonials, he is praised for his creativity, vision, ability to execute plans, and delivering great results. His background includes tripling revenues for a graphic arts supplier through rebranding and international expansion, and increasing product revenue 400% for a business forms manufacturer through affiliate partnerships.
This document discusses strategies for winning new business in a difficult market, focusing on federal contracting. It addresses establishing a marketing culture, developing value propositions, managing competition through processes and tools, developing win strategies, and determining price to win bids. The key strategies discussed are focusing on client value, understanding customer needs, developing structured marketing plans, specializing in industries rather than just expertise, and balancing capability and price in proposals.
Talent Development Programs For Sales & MarketingAbhinavSaral
The document summarizes several talent development programs for sales and marketing professionals. It describes an Advanced Program in Strategic Management from IIM Calcutta that teaches strategic thinking, competition analysis, and other topics. It also outlines a Digital Marketing Certification from the Institute of Direct Marketing UK that covers skills like search, email, and social media marketing. Finally, it provides details on an Advanced Program in Sales & Marketing from IIM Calcutta focused on concepts like marketing management, consumer behavior, and sales distribution management.
Dedicated manager (experianced ) for sourcing or sales and outsourcing with s...Vishwesh Rajguru
The document proposes a dedicated manager concept for international companies to have a single point of contact in India for sales and sourcing. The manager would be responsible for business development, sales execution, customer relations, technical support, logistics, and market intelligence to help companies enter and succeed in the Indian market. Key responsibilities of the manager include understanding customer needs, developing marketing strategies, negotiating with competitors and customers, and promoting products through various online and offline channels.
Establishing Objectives and Budgeting for the Promotional ProgramNishant Agrawal
The document discusses establishing objectives and budgeting for promotional programs. It defines the characteristics of effective objectives as being specific, measurable, quantifiable, attainable, and realistic. Marketing objectives are broader and aim to achieve overall marketing plan goals, while communication objectives are more narrow and based on specific communication tasks for a target audience. The document also discusses the DAGMAR approach to setting communication objectives and measuring results across awareness, comprehension, conviction, and action stages. Additionally, it covers budgeting methods like top-down approaches using percentages of sales or return on investment, as well as bottom-up approaches where objectives and tasks are defined and costs estimated. Factors like sales response curves, share of voice, economies of scale, and organizational characteristics
The document summarizes key points from a presentation on strategies for growth. It discusses:
1. Establishing clear business objectives and making marketing accountable for sales results.
2. Understanding customers by developing buyer personas and message maps to answer why they need the product/service, why now, and why from that company.
3. Implementing real-time lead scoring, routing and nurturing programs.
The presentation emphasizes measuring all marketing initiatives and aligning marketing and sales.
Keep your audience glued to their seats with professionally designed PPT slides. This deck comprises of total of twenty five slides. It has PPT templates with creative visuals and well researched content. Not just this, our PowerPoint professionals have crafted this deck with appropriate diagrams, layouts, icons, graphs, charts and more. This content ready presentation deck is fully editable. Just click the DOWNLOAD button below. Change the colour, text and font size. You can also modify the content as per your need. Get access to this well crafted complete deck presentation and leave your audience stunned.
This document summarizes the services provided by Focus To Grow to help companies achieve sales growth. They take a holistic three-step approach using market research, inbound marketing, and sales enablement. Their services include prospect attraction planning, lead generation websites, sales enablement training, and business model innovation consulting. They have expertise across multiple industries and can help stalled companies increase their sales and leads.
Effective Sales Strategies helps companies with their sales, marketing, training and human capital strategies, plans and projects increasing top and bottom line results, performance and effectiveness. Check out our website to see our client testimonials and results! www.EffectiveSalesStrategies.com
The document discusses ways to bridge gaps in a business. It identifies common problems such as needing more traction in existing markets, adjusting to industry changes, stalled new business development, high costs of sales and bids not meeting expectations. For each problem, it provides a potential solution, approach and opportunity. The solutions focus on refining messages and offerings, identifying inhibitors, improving processes and gaining an outside perspective. The approaches involve discussions with clients, reviewing strategies and implementing plans. The opportunities include new revenues, decreased costs and improved results.
This document provides an outline for a presentation on the CIM Syllabus 2009 Launch Event. The presentation will include introductions and an overview of the rationale for changes to the CIM qualifications. It will cover details of the new CIM Professional Diploma in Marketing, including changes to units, assessment methods, and transition arrangements. It will also cover the new CIM Chartered Postgraduate Diploma in Marketing, outlining its two-stage structure and providing details on units, assessment methods, and learner support. The presentation aims to explain the benefits of pursuing CIM qualifications and choosing Oxford College of Marketing for study.
This document provides information on a retail and trade marketing program. It discusses the fierce competition in retail as suppliers struggle with tight margins and decreasing brand loyalty and retailers battle each other. The program aims to provide participants with the necessary insights and resources to succeed in this competitive environment. It covers topics like retail business models, shopper marketing, category management, and cross-channel management. The program includes lectures, case studies, and a retail safari for hands-on learning. It is designed to benefit suppliers, retailers, and their subcontractors.
During this intensive, inspiring programme, participants discover amazing brand visions, strategic research models and captivating case studies. The faculty members are particularly enthusiastic, which is contagious. Interacting with faculty and other participants frequently leads to interesting discussions and insights. The programme aims to teach participants how to build strong brands, position them effectively, and implement brand strategies like extensions and co-branding. Participants will learn brand communication planning and how to strengthen brands in a web 2.0 context by managing conversations.
120228 Mi Sales Academy Synopses Sales ModulesEllisM_Mercuri
The MI Sales Academy provides flexible, modular training to support the long-term development of sales professionals. The modules can be taken individually to focus on specific topics, or as part of a comprehensive learning path. An online tool helps participants identify the most appropriate modules and development path based on a competence evaluation. The Academy uses proven Mercuri methodologies developed over 50 years working with thousands of clients.
Minds&More is a consulting firm that supports clients' business growth through capabilities in marketing, sales, and transformation. They offer proven methodologies and flexible solutions including consulting, program/project management, and interim management. Their team of over 30 seasoned professionals helps clients through excellence in execution to achieve tangible results. Minds&More focuses on enabling positive growth through marketing, sales, and transformation services. They build long-term relationships with clients through active listening, structuring problems collaboratively, defining solution paths and metrics, and implementing and tracking solutions.
This document advertises a two-day workshop on customer experience management. The workshop will provide practical strategies and insights for optimizing the customer experience, developing social media strategies, understanding implications of consumer protection laws, and cultivating a customer-centric culture. Attendees will learn how to improve customer satisfaction, engage customers across all touchpoints, and utilize social media to build brand loyalty. The workshop is aimed at customer-facing professionals and will be facilitated by experts in strategy, governance, and digital marketing.
This document provides information on strengthening your position as a Purchasing Manager through a training program on Purchasing Management. The 2-day program held at the Ghent Campus on April 25-26, 2013 aims to give purchasing management a pivotal strategic role in companies. Participants will learn how to implement effective purchasing strategies, assess suppliers efficiently, and predict purchasing trends. The program uses real-life examples, case studies, and exercises to illustrate theory and features esteemed faculty. Registration is required and a certificate will be provided upon completion.
This document summarizes the services of Marketri LLC, an outsourced marketing firm. It discusses how Marketri was founded to serve as an outsourced marketing department for privately-held companies. It then lists the benefits of outsourcing marketing and the various marketing services Marketri provides, including strategic planning, public relations, graphic design, and web development. Representative clients are also listed.
The Digital Marketing Institute is dedicated to educating professionals in the field of Digital Marketing to ensure career growth and competitiveness in a global jobs market.
Mercuri International is an expert in sales performance improvement that has worked with clients in the asset finance, commercial finance, invoice finance and trade finance industries. It focuses on helping clients win, grow and manage customers through customer-centric selling, sales team leadership, relationship management, relationship-based negotiating, and understanding the customer perspective. Mercuri takes a blended learning approach to develop these skills through diagnosis of needs, custom program design, workshop delivery, and deployment support to ensure changes are embedded long-term.
OGaraCo B2B Consulting, Workshops, Training & CoachingO'Gara-Co
OGaraCo, deliver consultancy, executive workshops, bespoke training and group coaching to over 100 people each year from nearly as many companies — with a 90%+ average positive rating.
Onsite or offsite — from half-day to one/two days — followed up with documented recommendations, coaching and support to ensure successful implementation and positive results.
Here is a sample of recently delivered programmes that can be tailored to your needs.
Contact adrian(at)ogaraco.com with your specific requirements or visit www.ogaraco.com for more information.
The "Strategy in Action" program teaches managers and executives how to develop an effective strategy for their company through a comprehensive method taught over three days of lectures, case studies, and exercises, focusing on defining the company's identity and objectives, understanding market dynamics, and learning how to implement a focused, differentiated strategy to secure a firm market position and launch new growth initiatives. The program is taught by expert Professor Kurt Verweire and provides practical tools and frameworks to help participants evaluate their own strategic decisions.
The document provides information about marketing certificate programs offered by the Kellstadt Marketing Center at DePaul University. The programs are designed for marketing professionals and businesspeople looking to gain specialized skills in areas such as integrated marketing communications, interactive marketing, internet marketing, multichannel marketing, and customer relationship management. The certificates can be earned by completing required and elective courses taught by experts from both academic and business fields.
The document discusses SPIN® 2.0 Selling, which is a questioning model developed by Huthwaite to uncover customer needs during sales calls. It uses four types of questions - Situation, Problem, Implication, and Need-payoff. The SPIN® 2.0 Selling program teaches skills to understand customer issues, help them see problems, demonstrate value, and manage sales processes. Huthwaite also offers public workshops and customized training to teach proven sales methodologies and help attain sales goals.
Founded in 2009 and headquartered in Dublin, Firm Thinking is a Business Consulting and Coaching practice and developers of The Order® model performance coaching. With extensive experience in working with CEO and senior managements teams, in strategy design and implementation across a variety of sectors, Firm Thinking is uniquely positioned to deliver business advisory and coaching services to organisations seeking change, development and growth.
Mann Marketing LLC is a marketing firm that blends strategy and creativity to build brands. It was founded in 2002 and provides marketing services to both B2B and B2C clients across various industries. The firm assists companies with developing and improving their marketing plans through services such as market research, brand strategy, communications design, and measurement. Viki Mann is the president and owner, bringing over 20 years of experience in marketing leadership roles for Fortune 500 companies.
Customer Engagement Strategies Overview
The ADM Professional Community is a living example of the compelling value proposition for online communities that serve the automotive industry. ADM serves as proof that the impact of Social Media on the automotive vertical is more significant than widely understood. Be sure to visit the ADM Professional Community at http://www.AutomotiveDigitalMarketing.com or the acronym URL at http://www.ADMPC.com or the Twitter URL at http://ADM.fm today, and don’t just be a Lurker... Join!
This document discusses customer engagement strategies and defines customer engagement as the proper alignment of brand promises, business processes, and customer experiences. It notes that misalignment between these can create "hot spots" that negatively impact customer trust, repeat business, and revenue. The document then outlines services provided by Customer Engagement Strategies, Inc. to assess customer experiences, ensure business processes support brand promises, and develop strategic programs to attract customers and build customer relationships.
This document discusses Mercuri International's customer-centric selling solution. It aims to help businesses develop people to win and grow customers professionally and ethically. The solution focuses on moving from a product-centered transactional style to a value-based consultative approach driven by customer requirements. Mercuri's approach includes diagnosing areas for improvement, customizing solutions, delivering blended learning, and ensuring long-term implementation through coaching and measurement of behavior change and results. The goal is to make customer-centric selling an embedded and durable part of the business.
Brain Bridge is an outsourcing company that helps Ukrainian businesses through expertise in marketing, business analytics, value/cost management, and media. They combine marketing expertise with business intelligence to help clients effectively manage their company assets. Unlike traditional ad agencies, Brain Bridge has in-depth knowledge of clients' internal processes from experience in FMCGs. Their services include brand building, product management, corporate analytics, media planning, and training marketing professionals. Their goal is to help Ukrainian businesses succeed during economic challenges and European integration.
Similar to Brochure Executive Master Class in b to-b marketing & sales (20)
Companies fiddle constantly with their incentive plans and sales executives are always looking for ingenious ways to motivate their teams. If sales targets are missed, they blame the sales compensation plan and start over. Meanwhile, The finance organization views the comp plan as an expense to manage. That’s not
surprising: Sales force compensation represents the single largest marketing
investment for most B2B companies. So naturally finance tries to ensure that comp
plans have cost-control measures designed into them. Additionally, many companies
respond to cost-cutting pressure from the finance department with incentives that
backfire. More often than not, controls encourage salespeople to spend time with
customers according to the company’s internal needs, rather than when the customer
is ready to buy.
This document summarizes an article about dismantling traditional "sales machine" models in favor of more flexible "insight selling" approaches. It discusses how sales has become more complex with more knowledgeable customers. Effective sales now requires creative reps who challenge customers with new insights rather than rigid process-driven approaches. To support insight selling, companies must shift to a judgment-oriented culture that emphasizes reps' discretion and long-term focus over short-term goals. Sales managers must act as coaches who facilitate problem-solving and encourage innovation, communication and long-term pipeline development. Companies also need to recruit and incentivize talent suited for complex, insight-driven selling.
Companies have become savvy customers; they have often determined the solution and the supplier they need, and the price they are willing to pay, before the salesperson enters the scene. In this competitive environment, the premium on finding, training, motivating and retaining star performers has never been higher.
Because firms only measure past sales performance, they have limited insight into how a salesperson will do going forward and what types of training and incentives
will be most effective. Failing to forecast a salesperson’s future value can lead to costly misallocation of training and incentive dollars. Many firms overvalue their poor performers and undervalue their stars, which might lead to undervalued top salespeople to slip trough their fingers and into competitors’ arms. This article illustrates a novel method for measuring a salesperson’s future profitability to the firm. Future performance is linked to specific types of training and incentives and show how those investments can dramatically boost revenue.
Social networks are critical in sales. Companies and salespeople can improve
performance significantly by understanding the interplay among the different webs
of customers, leads and colleagues they develop.
The sales process can be represented as four distinct stages, which all require a
different set of abilities and network configuration. If salespeople and managers
understand how networks function, they can pinpoint the most effective network
configuration for each stage of a sale and take the actions necessary to create it and
outshine competitors. In each stage of the sales process, the salesperson’s efforts
come down to two essential and complementary types of network-management
actions: managing the information flow and coordinating the efforts of contacts. This
article offers a framework for systematically managing different social networks, by
matching the network to the task. The article also presents three levers managers
can use to encourage salespeople to integrate the network-based view and make the
best possible use of social networks.
Top salespeople display key attributes such as high verbal acuity to communicate effectively with customers, an achievement-oriented personality to consistently meet goals, and situational dominance to confidently guide conversations. They also exhibit inward pessimism that drives them to qualify deals more thoroughly. High performers collaborate closely with sales managers on strategy and benefit from working in sales organizations with strong accountability and morale. Individual attributes and environmental factors, rather than company growth rates, determine sales performance.
This interesting articles suggest that successful salespeople need not always
exhibit extrovert tendencies, nor will salespeople be at a complete disadvantage
if they introverts. The author works on a concept proposed by bestselling author
Daniel Pink and proposes the ambivert (referring to an individual who falls
between an extrovert and an introvert) as the ones who are more likely to be
successful in the long run. Basing himself on a sample of salespeople, Adam
Grant, proves his point and offers some pointers for sales managers.
This document summarizes an article that discusses the importance of customer value propositions in business markets. It outlines three types of value propositions and provides strategies for substantiating, demonstrating, and documenting customer value in order to persuade customers and improve business performance. These include using a value word equation to assess the benefits of an offering compared to alternatives, value case histories showing savings reference customers achieved, and value calculators to demonstrate potential savings. Documenting actual cost savings achieved allows suppliers to refine value models and enhance their credibility and knowledge. Developing compelling value propositions should be a fundamental part of business strategy according to best practices.
In this article, the authors suggest that sales managers need to realize that not all sales visits to the customers will necessarily create value for the customer. Sales managers need to realize that different sales processes exist when dealing with customers and the key factor determining the sales process is got to be based on how much value a salesperson can bring to the customer. The
authors go on to identify three different types of sales processes and give reasons as to why value based segmentation is the best way to help your salespeople deliver value not just for their customers but also for themselves.
Based on extensive research, this study by the Corporate executive Board
(CEB) builds on their idea of the challenger sale by providing strategies by
which salespeople can better understand the diversity that exists in the decision
making unit of the customer and work on making sure that the diversity does
not drive apart the customers from a key decision. On the contrary successful
salespeople work on developing a consensus in the decision making unit of the
customer and using this to drive home the sale. The various strategies to help
consensus are then elaborated in the article.
The document summarizes an article that suggests suppliers of non-strategic products focus on identifying a "tiebreaker" or unique benefit that helps customers solve important problems. This "justifier" approach can help suppliers stand out over competitors and gain additional revenue opportunities. The article outlines how suppliers can discover justifiers by understanding how customers use their products, finding opportunities to integrate with other offerings, and identifying customers' business priorities. Implementing justifiers requires investment but can create a crucial advantage for suppliers.
This article discusses how purchasing managers can adopt a more strategic approach to managing suppliers and supplies. It outlines a four phase process for classifying suppliers based on profit impact and supply risk. This allows purchasing managers to differentiate between supplier types and tailor strategies. The four phases include classifying supplies, analyzing supply markets, strategically positioning supplies based on the classification, and developing action plans to strengthen organizational structures, systems, and staff to support the strategic supply management approach. Adopting this strategic perspective helps companies better guard against supply disruptions.
The document discusses 16 small ideas companies can implement to improve customer centricity and innovation. The ideas include learning the language customers use to improve communications, creating customer personas to better understand segments, and rewarding customers for their contributions to online communities. The ideas are meant to help companies implement customer-focused strategies in practical ways.
Vlerick Business School offers high-quality management education and contributes to networking and forums for the management community. It aims to substantially contribute to the development of management and entrepreneurship through academic research and knowledge transfer. Entrepreneurship involves an initial discovery process and exploiting opportunities, while management focuses on coordinating existing resources and ongoing activities. Successful entrepreneurial organizations embrace innovation, risk-taking, and acting proactively.
This document provides guidance on leveraging career competencies and mapping out a successful route. It outlines internal and external factors that influence career success, such as defining preferred career values and managing one's professional context. Crucial influences include self-reflection, self-directedness, and building social networks. The document also discusses identifying strengths and passions, and how structures and other career influencers, like colleagues, shape one's career path. Overall, it aims to provide guidelines for steering one's career in the right direction.
The document discusses multiple ways that businesses can leverage their customers. It explains that customers can now co-create value for businesses and are more informed with more choices due to the internet. Businesses must become more customer-centric. Customers can act as promoters who recommend the business to others. They can also act as consultants, lead users, guides, contributors, and idea generators by providing feedback, solving problems, sharing knowledge and participating in co-creation. Businesses can leverage customers by connecting them through online communities and crowdsourcing.
This document discusses building the retail store of the future. It covers several key points:
1. Omni-channel retail is becoming more important, allowing customers to shop seamlessly both online and offline.
2. Physical stores still serve important purposes like experiences, advice, merchandise in stock, and building trust with customers. Stores need to be connected to online channels.
3. Retail formats need to be tailored to their specific context and customer base. Stores serve different functions around sales, logistics, service, and branding.
4. The future of retail requires flexibility and an ongoing focus on customer needs across channels. Both online and offline will continue evolving to meet changing shopper preferences.
This document discusses strategy implementation through a presentation given by Kurt Verweire at Vlerick Business School. It introduces the challenges of strategy execution, defines key concepts like strategic alignment and commitment, and presents models for strategic implementation. Through panel discussions, executives from Bank Van Breda, Van de Velde, and Carglass discuss how they addressed alignment, commitment, and measurement in successfully implementing their strategies.
This document summarizes the results of a survey of 43 companies on trends in reward management. It finds that while most companies have a formal reward strategy, they are primarily focused on base pay and short-term incentives. Top strategic priorities for reward managers are diversity, recruitment and retention. Looking ahead, reward communication, short-term incentives and performance management are the top projects for 2014. The conclusion suggests rewards need to be better aligned with business strategy and employee needs in the future.
This document outlines the program for a reunion event for alumni of the Masters in Financial Management (MFM) program at Vlerick Business School from 2010-2011. The evening will include updates on developments at the school and MFM program since the alumni graduated, as well as personal testimonials from alumni on their careers. It provides details on new faculty members, changes to the MFM curriculum, and rankings. The event aims to reconnect alumni and provide an opportunity for networking over drinks.
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Brochure Executive Master Class in b to-b marketing & sales
1. Maximise value for you and your customer. Part-time modular programme
Executive Master Class in Business-
to-Business Marketing & Sales
Create, communicate and deliver customer value: in recent For whom?
years this multiple goal has become extremely important
in B2B marketing thinking. Yet, this task is far from easy. • As a Marketing & Sales professional, you are looking for a
Indeed, few have the knowledge or the skill to assess comprehensive B2B Marketing course which develops at
customer value correctly and achieve a fair return on the length the most current topics in B2B Marketing.
produced value. • You are a Marketing Manager or Director, (Group)
Product or Brand Manager, Sales or (Key) Account
As a marketing and sales professional, how should you Manager or Director.
formulate your strategies in terms of customer value? In • You are a Manager in a professional service organisation.
practice, how do you implement them to achieve your • You are a General Manager and/or Entrepreneur.
market share and margin targets? • You have at least 3 years’ relevant work experience
and a university diploma (or equivalent through work
The Executive Master Class in Business-to-Business experience).
Marketing & Sales brings you the solution. Designed as an
international, module-based programme, it will answer all Added value for you and your company
your questions using proven concepts and insights.
• You will work on an in-company project which tackles an
important strategic challenge for you and your company.
• You will acquire up-to-date, broad and thorough
knowledge and practice-based insights in B2B Marketing
& Sales.
• You will share experiences of best practice in B2B
Marketing & Sales with seasoned colleagues from within
and outside your sector.
Dare to be different
" The Executive Master Class has taught me to approach the
campaigns of our competitors/colleagues in a different way.
Today’s successful marketing actions will already be obsolete
tomorrow. “Be a target in constant motion,” “Dare to be
different,” “Translate properties into advantages,” and “Be a
market driven organisation” have become our daily mottos at
New Holland! I greatly benefited from the faculty’s knowledge,
the shared experiences and the entrepreneurial spirit of the other
participants. “
Lode Vande Vyvere - Marketing Manager Benelux, New Holland
2. Programme design Meet your faculty
In this programme you will learn what you haven’t been able to learn anywhere • Prof Steve Muylle focuses mainly on
else. Our theoretical component is supported by numerous examples taken from B2B Marketing, his expert field for
day-to-day practice. You will have the opportunity to work individually on your many years.
in-company project while receiving coaching from our experienced faculty. • Prof Marion Debruyne is an expert in
Market Strategy and Innovation.
Given the residential nature of this programme, there will be more than ample • Prof Deva Rangarajan is Head of the
opportunity for you to compare notes with the other participants. Vlerick Sales Expertise Centre.
Module 1: Blueprint for Customer Value PRACTICAL INFO
• How do you create, protect and renew customer value? Dates and venues
• Which strategic tools can you implement to beat the competition? 15 days
20 - 23 February 2013: Bruges
Module 2: Customer Value Implementation (Part 1) - 24 - 27 April 2013: Ghent
Customer value, purchasing, distribution, e-business 19 - 22 June 2013: Leuven
18 - 20 September 2013: International
• How do you assess the value of your company offering? Module
• How do you manage customer value, and how do you deal with purchasing,
distribution and e-business? Language
English
Module 3: Customer Value Implementation (Part 2) -
Pricing, sales, services Fee
€ 12,345 + € 1,500 seminar costs
• How can you reinforce your competitive advantage through effective sales, (excl. 21% VAT).
pricing and by building up strong customer relations? Flights and hotel costs not included.
• Aligning pricing and sales to lead a service organisation.
Module 4: Marketing Creativity and ‘Imagination’
• How do you create new market opportunities?
• Which skills and competences do you need to establish creative and
sustainable marketing activities on the market?
Module 1 Module 2 Module 3 Module 4
Customer Value Value Value Marketing
Blueprint Implementation I Implementation II Imagination
In-Company Project
Comprehensive Exchange of Strategic Customer value
B2B knowledge
& insights
+ experiences and
best practices
+ and tactical
marketing plan
= & marketing
creativity
Apply now!
Please see Practical Info on the following
page, or visit:
www.vlerick.com/emcb2b
3. PRACTICAL INFO
Registration Online registration: quick & easy!
Action! Register online.
Questions? Please contact:
Ghita Greef
Group Product Manager
T: + 32 9 210 98 94
F: + 32 9 210 97 28
ghita.greef@vlerick.com
Reep 1
9000 Ghent, Belgium
Your certificate
If you take part in one of our programmes, you are Register online via:
entitled to a certificate from Vlerick Business School.
www.vlerick.com/
If you successfully complete an Executive Master Class, marketingprogrammes
you can join the Vlerick Alumni Network, a worldwide
network of over 16,000 alumni in 100 countries.
Cancellation Financial benefits for you?
Consult our cancellation conditions at: • 10% discount for paying members of Vlerick Alumni
www.vlerick.com/conditions • SME portfolio: subsidies for Flemish SMEs.
• Vlerick Social Profit Grants for organisations active in
Our team is here for you the social profit sector.
You’ll find more info at: www.vlerick.com/benefits
Ghita Greef
Group Product Manager
T: + 32 9 210 98 94 Further improve your retail expertise:
ghita.greef@vlerick.com
• Vlerick Retail Platform
4 afternoons for and by retailers
Rian De Bruycker www.vlerick.be/retailplatform
Programme Advisor
T: + 32 9 210 98 84 • Vlerick Conversation Management Platform
rian.debruycker@vlerick.com Become a successful Conversation Manager:
4 afternoons filled with interesting conceptual
frameworks and practice-based examples.
www.vlerick.com/conversationplatform
4. Application form
Marketing & Sales
EXECUTIVE EDUCATION AND RESEARCH IN 2012-2013
MARKETING & SALES
Yes, I wish to apply for the following programme(s):
Introduction to Marketing Management Product Management
Retail & Trade Marketing Strategic B2B Marketing
Brand Management & Communication Executive Master Class in B2B Marketing & Sales
In addition, I wish to receive more information on the management programmes of
ENGLISH
Vlerick Business School that I have ticked on the reverse side of this form.
Name First name M F
Function
Company
Company address N° bus
Postal code City
Country
Telephone Fax
E-mail
Yes, I would like to stay up-to-date about the activities of Vlerick Business School via e-mail.
No, I do not want to receive information about the activities of Vlerick Business School via e-mail.
Home address N° bus
Postal code City
Country
Home telephone
Invoice to be addressed to:
Name First name M F
(Only fill the section below if different from company address above)
Address N° bus
Postal code City
Country
VAT n°
I am paying member of Vlerick Alumni and enjoy a 10% reduction on this programme
Date - - Signature
Please return this form BY FAX OR POST to:
Vlerick Business School, attn. Ghita Greef, Your contact details will be stored in a database of Vlerick Business School for
Reep 1, 9000 Ghent, Belgium, fax + 32 9 210 97 28 the purpose of keeping you updated on our activities. Pursuant to the Belgian
ghita.greef@vlerick.com Law on privacy (Wet tot bescherming van de persoonlijke levenssfeer ten
opzichte van de verwerking van persoonsgegevens) of 8 December 1992 you
You can also apply online at are entitled to inspection and correction of data related to you as kept by
www.vlerick.com/marketingprogrammes Vlerick Business School.
5. THE Programmes of
vlerick BUSINESS school
I would like to receive information on the following programmes (please tick).
Please return your contacting details to us by fax, e-mail or post.
General Management Operations & Supply Chain Management
Advanced Management Programme E Project Management D
International Management Programme E Purchasing Management E
Middle Management Programme D Operational Excellence E
Young Management Programme D & E Executive Master Class in Supply Chain Management E
Accounting & Financial Management Entrepreneurship
Understanding Annual Reports D & E KMO Challenge D
Mastering Costs and Budgets D & E KMO Excellence D
Fundamentals of Financial Management D & E Entrepreneurship for Managers D
Strategic Cost Management E
Valuation of Companies E People Management & Leadership
Executive Master Class in Controllership E The People Manager D
Executive Master Class in Corporate Finance E Executive Decision Making D
Executive Master Class in Financial Analysis How to Improve Your Emotional Intelligence D
and Asset Management E Inspiring for Change D
Negotiating to Create Value D & E
Human Resource Management Self-mastery D
HRM with Impact D Bestsellers read for you D
Compensation & Benefits D
Executive Master Class in Human Resource Management D Strategy
Strategy in Action E
ICT & Business Process Management
ICT-Management D Executive Master Classes
Business Process Management Workshop D & E Executive Master Class in B-to-B Marketing and Sales E
Excellence in Business Process Improvement E Executive Master Class in Business Process Management E
Executive Master Class in Business Process Management E Executive Master Class in Controllership E
Business Intelligence Workshop E Executive Master Class in Corporate Finance E
Executive Master Class in Financial Analysis
Innovation Management and Asset Management E
Strategising for Innovation E Executive Master Class in Human Resource Management D
Entrepreneurial Innovation E Executive Master Class in Innovation & Entrepreneurship E
Corporate Innovation Management E Executive Master Class in Supply Chain Management E
Executive Master Class in Innovation & Entrepreneurship E
MBAs
Marketing & Sales Full-time MBA E
Introduction to Marketing Management D Executive MBA E
Retail & Trade Marketing D Executive MBA in Financial Services & Insurance E
Brand Management & Communication D
Product Management D Masters
Strategic Business-to-Business Marketing D Masters in Financial Management E
Executive Master Class in B2B Marketing and Sales E Masters in General Management E
Masters in Marketing Management E
D Programme in Dutch E Programme in English
More information on www.vlerick.com