Hotel Ista, Swami Vivekananda Road Bangalore,India
In today's competitive business world ,where the trend is towards undifferentiated market, the customers are looking for customised and differentiated engagement. The need for providing values and to remain competitive in the market place has become very important for the companies to be successful. Further, the existing customers are constantly looking to increased value add and the companies are constantly looking at adding new customers to their existing list. The decision making process in the customer's place is also getting a bit complicated . All of these calls for a structured customer engagement program that facilitates an in depth understanding of the customer's buying process and developing a selling strategy at each stage of the buying process. A scientific and process based approach to engage with prospects and customers leads to higher probability of success and enhances the realization from available opportunities. The need therefore is to have Strategic Selling- acquisition and retention of prospects and customers.
Workshop based program where the participants understand the concepts in strategic selling.
The participants share their experiences in each stage of the buying process and this enhances the collective wisdom the participants.
The program will also uncover models for engagement with customers such as RAD model, Customer Acquisition model, Customer engagement model and will rely completely on the experiences shared by the coach and the participants.
The session is practical oriented and less theory based.
Limited seats available.
0900 hrs - 0915 hrs Registration & Networking
0915 hrs – 0930 hrs Introduction by the participants
0930 hrs - 1100 hrs Workshop by Mr. KS Viswanathan, Vice President - NASSCOM
1100 hrs - 1115 hrs Tea/Coffee Break
1115 hrs - 1300 hrs Workshop continues
1300 hrs - 1330 hrs Lunch
1330 hrs - 1515 hrs Workshop continues
1515 hrs - 1530 hrs Tea/Coffee Break
1530 hrs - 1730 hrs Workshop continues
1730 hrs – 1745hrs Review & Wrap Up
KS Viswanathan, Vice President – NASSCOM, has around 30 years of general management and leadership experience in the Indian business context building key executive relationship and a strong customer capital in diverse business environment. His work experience has largely been in the IT industry and social sector comprising of developing and executing operational strategies, managing customer engagement programs, driving sales process, acceleration of business, maintaining the key relationship management with senior executives of internal and external stake holders and establishing models for customer acquisition and retention.
He has held strategic & leadership positions at Wipro, Dell, Azim Premji Foundation and Hilleman Laboratories. As the Chief Executive for India geography at Wipro Infotech (2003-2008), he is credited with the positive transformation of the sales and business landscape for Wipro in India.
He was the first country manager for Dell in India in 2000 and was instrumental in establishing Dell's direct business model in India and positioning Dell as a preferred product of choice in identified business segments.
In the last three years, he has been associated with the establishment of Azim Premji University and MSD Wellcome Trust Hilleman Laboratories.
Now in his current role as Vice President at NASSCOM, he leads key Industry Initiatives and Forums like Engineering Services, Infrastructure Management, BPO, Global In-house Centres (GIC) and National Skills Registry (NSR).