Selling Through Customer Centricity

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

Enroll Today
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

PDF, 357.79 KB

Download

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

  • Feb 28 – Apr 10
  • Apr 26 – Jun 5
  • Jul 11 – Aug 21
  • Sep 5 – Oct 16
  • Oct 24 – Dec 4

Ready to Enroll in a Program?

Speak to an expert who can walk you through the ways ExecOnline can benefit your specific needs.

Experienced Faculty

  • Patti Williams

    Ira A. Lipman Associate Professor of Marketing, The Wharton School

    Patti Williams’ interests cover the role of emotions in consumer decision-making. She serves as the academic dean for the Global Marketing University at the Estee Lauder Companies and teaches executive education programs to many organizations.

    learn more

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?

    2Our 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?

    3Our 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?

    4Our 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.

Let Us Show You Around

Speak to an expert who can walk you through the ways ExecOnline can benefit you and your teams.

Get Started