The Frontline Business School takes care of the modern skills for the Trusted Advisor during workshops like:
The advisor has to be able to influence the customer and prospect using digital content during the buying process. Which information and content does the customer need to make the decision? Besides that the advisor have to work with a social media platform like LinkedIn to make contact with potential customers.
If you sell Cloud products or not, it is important that the trusted advisor knows how to explain customer services in subscription. The potential buyer will be very keen on the way the services will be delivered and the quality level of the services.
This program is especially developed for Account and Sales managers who are working in the ICT market field.
The curriculum of the FLBS is developed in 2005 with the support of CEO and CIO members working with end
user-organizations. Since then the FLBS is using the latest trends in decision-making of ICT investments and
translate these into useful tactics and skill sets for advisors and sales people. Students who wants to influence
decision-makers effectively can follow the courses and know-how modules:
What is the role of the Trusted Advisor? How to become a Trusted Advisor? Which demands we have to match?
Business case as the base of the investment: the advisor has to deal with the financial yearly cycle of investments, the budget making process and financial structure. Looking for a case-owner, to know the KPI’s of the customer etc.
An analysis of the customer organization is essential to know which are the main factors to deal with. Like: Political relationships, DMU, their market(s), competition, stakeholders
A useful set of skills to convince executive decision makers in the Board Room. It takes a proper preparation to win a case at an executive level.
How to influence the decision making process? How to achieve the sufficient commitment and which kind of scenario’s can one use to win support of the important stake-holders?
The modules can be followed separately and can be assembled in a individual program. Besides that (are) also tactical modules are available:
Positioning In B-to-B an advisor must be capable to position and present his offer in many different
Next to the Solution Selling skills the modern advisor must be capable to challenge his customer with a useful proposition and basis for a business case.
An advice call has a different structure and approach compared to a Sales call.
How to set an effective and practical plan to acquire new customers? Which segments and which propositions are useful? What kind of script and method do you use?
How does one make a proper presentation? How does one address the audience? What is the structure of the presentation and how does one keep the attention?
The learning method can be differentiated and customized for every individual student. The modules can be followed group wise in a workshop or transferred during an individual coaching session. Also the location can be accommodated. Nowadays we are working at the location of the partners to reduce travelling time (the time to travel) and to service coaching-on-the-job. Students who want to achieve the certificate ‘Master Account management’ have to pass several exams to prove that they are independently operating sales and advice professionals.