How the Academy’s program can help your sales success

Customer intelligence is more than a fact sheet with a few statistics. Sales managers increasingly need to understand how a customer “thinks” before the purchase decision is made. How customers think depends on their view of their market position and the future of their industry. Customer intelligence takes you beyond the traditional market share and segmentation questions and helps you assess a customer’s strategy and strategic direction before it is too late.

The Academy can teach the principles and practical intelligence concepts to improve your ability to identify sales prospects, conduct a more in-depth and more accurate needs analysis. Competitive intelligence can help you not only to identify who the customer is, but also to determine what drives the customer to buy your or your competitors’ products.

Among the nine courses we offer, several are especially relevant to sales managers. We suggest you attend Intelligence Sources & Collection Techniques to learn how to collect primary intelligence at trade shows and conferences, and learn to access a wealth of secondary intelligence which will give you an advantage over your less sophisticated peers and competitors. Analysis & Competitive Benchmarking and Competitive Blindspots will teach you to understand what drives your customers and what pitch may make the best impact on them, and War Gaming can teach you how to understand and predict competitors’ reactions to your sales strategy.

If you have any questions, contact our Registrar, Lynne Smith at lsmith@academyci.com, or call (US) 888-732-6812 or (International) +1 630-983-5530.