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            向華為學習LTC流程再造及狼性營銷能力提升

            易創培訓網 2019年4月25日 作者:許浩明


            近日,深厚華為背景許浩明老師(十幾年華為工作經驗前華為部長,北京大學畢業),成功舉辦公開課《向華為學習LTC流程再造及狼性營銷能力提升》,課后,學員紛紛反饋挺有啟發!


             

            銷售關乎企業生死,可是很多企業的銷售流程體系是散亂無序、效率低下,難以有效跟蹤培育線索,難以快速響應客戶需求,面向客戶界面混亂,銷售人員更多單兵作戰,難以形成戰斗力,直接導致的結果就是:市場中標概率小、中標了交付也存在各種各樣風險與問題、回款緩慢甚至最后成為“爛尾工程”應收帳款巨大.......這時候,就很有必要梳理并重造流程,并且基于流程,進行銷售能力提升,構建出有執行力、有創造力、有活力的狼性營銷組織。華為LTC銷售流程變革項目就是一個典型的案例,其經驗值得各企業參考。其基本方法是,梳理并再造銷售流程,并且把合適的銷售方法、銷售理念等嵌入到流程當中,同時還會組織很多場銷售能力賦能培訓,并提供相應的工具和模板,使得企業獲得的不僅是“生硬而冷冰冰”的新銷售流程,而是整個銷售體系升級(包括流程、銷售方法、銷售工具、銷售模板、人員軟能力等等),努力達到這樣的目標:構建出優秀的銷售組織能力,未來企業項目的成功與否不再嚴重依賴銷售個人能力及其偶然性,而是用組織能力、制度去保障提升銷售成功率。新員工入職,只要經過新的銷售體系培訓,并按照銷售流程去進行項目運作,那么可達到資深老銷售的水平,確保一定的項目成功率。(不再像過去,如果資深老銷售離職,就會嚴重影響業績,從而實現“鐵打的營盤流水的兵”,銷售組織體系和流程足夠成熟,人員流動對業績沖擊變小)。


             

             


             

             



            【作者:許浩明】 【標簽:華為ltc 銷售能力

            上一篇:顧客在不同階段的營銷策略
            下一篇:尋找潛在優質經銷商的八個渠道
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