Mexico. Identify potential customers through an adequate lead generation process, manage the sales force with the help of an effective metric, reduce sales costs and increase billing levels, this and more you can find this November 8 and 9 in Mexico City by the hand of Humberto De la Vega in the Course of Commercial Strategy for the industry of the Safety.
As we have already highlighted, the instructor of the course will be Humberto De la Vega, visible head of HURO Consultores SC and who has thirty years of experience as a consultant in the technology area of various organizations in Latin America, with extensive knowledge in the realization of complex negotiations, management of key clients, commercial relationships and the development of market strategies.
His understanding of cultural differences in countries, channels and markets has earned him a proven record of success in business.
Humberto highlights when asked about what are the main failures that are committed in the security industry in terms of commercial strategy and what is the best way to counteract them, that "I do not necessarily consider them failures, rather omissions that are usually motivated by the speed and demand with which we work today. Basically I consider that there are three major omissions: 1. Understand the value of the supplier's offer and know how to transmit it; 2. Identify the correct market of care that should be considered or worked, in order to have quality prospects and 3. Properly measure opportunities and track them including managing marketing channels."
At the same time, he ponders that "the best way to counteract them is to implement a correct marketing strategy that allows us to create an efficient cycle of the opportunities detected in the market, thereby creating the best and greatest possibility of closing".
As for why it is important for a professional in the security industry to agree to be certified in Commercial Strategy, Humberto De la Vega emphasizes that "the main reason is to create an efficient marketing technique for their products and services that is structured and that highlights the value of their offer, selling is not an improvisation action is really a critical activity within the organization and in the particular case In the security industry, you need to understand customer motivations from their perspective and not necessarily from their perspective. The second reason is to acquire relevant information from an industry player with more than 30 years of experience that has navigated the different stages of growth of the industry, with a high content of digital transformation information that is essential to compete in the world of the digital revolution."
Speaking specifically of what primary aspects the Commercial Strategy course will emphasize, the representative of HURO Consultores SC emphasizes that "I would summarize it in value proposition, market, channels, inventory of opportunities and metrics. This with the addition of having group activities oriented to negotiation and closing".
Regarding the trajectory of the company he represents, Humberto De la Vega points out that "HURO Consultores SC is a consulting firm specialized mainly in the aspect of commercial strategy. It is a very young company with just one year of operation in the market but where I am contributing more than 30 years of experience in the industry. Today we have a collaboration agreement with ALAS National Committee of Mexico to offer specialized courses in matters of commercial strategy and customer service that we are sure will bring a palpable benefit to the participants."
Syllabus
Module I:
1. Value Proposition
2. The customer: Segmentation and Prioritization
3. Relationship with the market and sales models
4. The sales process
5. Sales metrics
Module II:
1. Demand generation
2. The sales force
3. Definition of goals
4. Sales Management
5. Sales Projection
Investment:
WINGS Partners
USD $390
MXN $7,100 + VAT
General
USD $430
MXN $7,900 + VAT
Additional information in [email protected]
Register HERE
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