Selling Through Customer Centricity

Build customer-centric thinking to increase revenue and accelerate growth.

play PROGRAM OVERVIEW 1:09
Program Duration

3 weeks

Time Commitment

15 hours
(5 hours/week)

Certification

Wharton School Certificate of Completion

About the Program

In this 3-week program, top faculty from Wharton show sales leaders and business development professionals how to build customer-centric thinking that enables them to increase revenue and accelerate growth for their organization. Participants apply learnings to execute impactful sales projects that target and deliver improved value to high-opportunity customers.

Program Overview

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Who Should Attend

  • Managers & Directors
  • VPs in Sales
  • Account Management
  • Business Development

Program Structure

  • 3 week duration, 15 hours to complete requirements
  • 6 hours of on-demand, HD lectures
  • Professor interactions, group learning, and optional coaching sessions
  • Facilitated intra-company team meetings
  • Final project, which integrates weekly activities

Key Takeaways

  • Optimize Your Sales Process through Better Understanding the Customer Experience: Adopt an “outside-in” perspective to understand your customer’s decision-making process–from awareness of need through post-purchase evaluation–to understand strengths and target gaps in delivering what your customers value.
  • More Efficiently Segment Your Territory to Target the Highest Opportunity Customers: Use segmenting and targeting to prioritize your highest opportunity customers. Develop actionable approaches to engage them.
  • Sharpen Differentiation to Beat Your Competition: Learn how to differentiate your offerings to position your offering for your most attractive customer segments.
  • Make the Case for Product Extensions that Win in the Market: Identify leverage points to create differentiated value through new solution bundles and/or service extensions
  • Create a Data-Driven, Winning Sales Plan: Discover how different functions within a customer-centric organization provide support for an overall business strategy.

Upcoming Program Dates

  • Oct 21 – Nov 10

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Experienced Faculty

  • Patti Williams

    Vice Dean, Wharton Executive Education; Ira A. Lipman Associate Professor of Marketing, The Wharton School

    Professor Patti Williams’s current research projects focus on how emotions influence consumer decisions and processes of persuasion, consumer responses to emotional and attitudinal ambivalence, emotion regulation, and the emotions associated with social identities.

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Additional Information

  • Will I receive a grade or university credit?

    Our programs are designed for busy professionals. Participants are expected to spend 4-5 hours each week watching video lectures and completing assignments. There are also live online sessions most weeks, which last 1-1.5 hours each.

  • How long does the program last?

    Our programs are designed for busy professionals. Participants are expected to spend 4-5 hours each week watching video lectures and completing assignments. There are also live online sessions most weeks, which last 1-1.5 hours each.

  • Will I receive a grade or university credit?

    Our programs are designed for busy professionals. Participants are expected to spend 4-5 hours each week watching video lectures and completing assignments. There are also live online sessions most weeks, which last 1-1.5 hours each.

  • How many hours per week am I expected to devote to the program?

    Our programs are designed for busy professionals. Participants are expected to spend 4-5 hours each week watching video lectures and completing assignments. There are also live online sessions most weeks, which last 1-1.5 hours each.

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