Project: Sales Transformation
The project has involved the two business units of I-Faber with common programs of Winning Complex Sales™ with the objective of introducing participants to behaviours and techniques that will help them manage proactively their current business, i.e. negotiating and growing the potential of customers assigned.
Each BU has continued then with ad hoc programs:
Initiating New Business™: to provide them with the tools and behaviours that identify new sales opportunities at new customers, and defines the most effective path to close them.
Key Account Management™: to create new business opportunities (up-selling and cross-selling), leveraging the potential of large customers, and developing detailed account plans (shared with the customers), while managing critical operational issues before they happen.
Enzo Capilli (Head of Corporate Market)
Erika Romano (Head of Human Resources & Organization)
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