Charles Bernard

Developing strong client relationships is the backbone of any business. Understanding how client relationships work, and the roles they play, is extremely important. Experts in the sales and marketing realm use different processes to define the status of client relationships. Some follow a standard “sales funnel” approach, while others use a “buyer’s journey.” And of course, some use both. We certainly see the value in a sales funnel approach from a sales end and a buyer’s journey from a marketing perspective. That’s why we use the “client evolution model.” It combines the best of both worlds: the activities performed by both teams to move a prospective client up the relationship chart. In this session, we’ll explore the six degrees of customer relationships and how to use each to your advantage.

Everyone wants healthy working relationships--whether it’s with a co-worker, manager, employee, prospect, or client. In this keynote, you’ll discover the five core fundamentals of “Workability.” Practicing these enables you to get the most out of any professional or personal relationship. They are especially useful in a business development context, where quite often we see “unworkability,” which involves a lot of radio silence.

It is impossible for a sales team to perform with any real power or ability to be extraordinary in a world driven by the prevailing model of sales leadership. This model typically relies on myths and stereotypes that look good on paper, but don’t put salespeople in action. During this workshop, we will put your team into action by developing a Sales PlayBook for your company. We will also explore the question, “What’s possible for you, your sales team, and your business when you are functioning at a world-class level that consistently wins?”