Webinar| Uncovering Customer's Business Needs

Webinar Training Series


For a sales team to be able to credibly position themselves as the solution to a customer's business challenges and opportunities, they must first be intimately aware of what is happening in the customer's organisation, both internally and externally.

This requires a robust process of research and analysis and a toolset that will enable a holistic view of the customer's organisation before engaging with the stakeholders.


This webinar introduces the key elements required to develop this level of cus-tomer intimacy.

The key techniques and tools covered are:

  • Research and Analysis
    • o Establishing relevance of a Business Outcome approach (via tri-age)
    • o Identifying and developing a point of view about a potential cus-tomer's business
    • o Focus and efficiency during time-constrained interview
    • o Demonstrating credentials and professionalism
  • Business Model Canvas
    • o Describe, visualise, assess and change business models

Other webinars in the series:

View the full list schedule of webinars here. 


Scott Young

Scott is a consultant with more than 15 years' experience specialising in technology enabled customer business transformation. He has a profound understanding of how institutions can leverage technical architecture in their business strategy. read more.

Technical Requirements:

Internet connection and computer speakers for audio.

Click Here To Watch The Recording