Master class: Profit maximization with 20/80 approach
Many organizations have, based on this master class, been able to drastically change their approach and strategy in boom and crisis times, which has not hurt them. The insights are most applicable when your organization has more than 100 customers. A must for DGAs, Executives and account and sales managers.
Focusing on 1% of your customer base will double your profits. Guaranteed. After this master class, you will know which customers are leaving you money on the table and which ones you should say goodbye to. Where you can use your resources more efficiently and effectively and where you can save a lot of costs.
We used to call it database marketing, data mining, customer marketing or customer portfolio management. Nowadays, everyone talks about big data and account-based selling. We simply call this master class "profit maximization"; getting maximum profit out of your customers in a smart way.
During this Master Class, you will learn to look at your customer and prospect base in a different way. No rocket science. But a smart approach that has allowed many a professional and organization to take a big step forward. Profit maximization is about quality over quantity. The particularly sales-driven insights we provide will have a huge impact on your organization's financial housekeeping and profit margins.
'Connect' with (or follow) the lead instructor of this master class on LinkedIn, and stay informed.
After attending this master class
- Know which customers and prospects to focus on for the highest returns
- Do you know where the greatest potential lies: cross- and up-selling with existing customers or new business?
- Know how to spot in time and prevent certain customers from walking away
- Can you get better results with fewer resources
- Recognize the characteristics of profitable customers
- Know how to accomplish much more with less time
- Are your sales and return forecasts realistic and reliable
- Is prospecting going to give you greater returns
- Know how to double your profits by focusing on 1% of your customer base
Upon participation you will receive your own personal, exclusively in your name, Sales Playbook. Herein you can elaborate on the insights obtained in order to translate them to your practice and possibly share them with the rest of your organization.
Depending on which option of participation you choose, found under the 'Investment and Advice' tab of this master class, you can also win a Post-HBO Certificate. We then test, through a practical assignment, whether you can put what you have learned into your own practice.
The program of physical participation in this master class
Many of our trainees prefer to participate physically rather than online. The interactivity is higher, it's easier to connect with other trainees and it's just more enjoyable.
Our physical master classes are always relatively small with a minimum of 4 to a maximum of 12 participants. We do this to ensure the best possible interactivity. Often the meeting takes place at a location, with a slightly different character than the standard Van der Valk room you have seen so many times probably. Also, the start and end times of this 6 1/2 hour master class are usually planned in such a way that the chance of traffic jams for you is as small as possible.
Flexibility
Sometimes you can't foresee some things in your life. That's why we like to point out two things that make the Sales Leadership Academy not only the most practice-oriented business school in the Netherlands, but also the most flexible:
- You can move your participation free of charge up to one week in advance. If you do so later, we will only charge you for the location costs at € 80,- excl.
- Perhaps unexpectedly, due to changed circumstances on your side, the distance to the location on the day of the masterclass has become too far on second thoughts. Please contact us at least 24 hours before the start of the master class. You can then usually join us online. All our physical master classes can usually also be attended in hybrid form 'live' via Zoom of Teams. We have become quite resourceful to involve you from a distance. Also useful when you are often abroad for work or private reasons.
Participating as an individual in a physical master class
Of course, you can participate in our master classes as an individual through 'open enrollment'. This can be as a participant of one of our practice-oriented and flexible internationally accredited postgraduate sales courses which may include this master class. But of course you can also participate separately, where you can even win a Postgraduate Certificate.
NB As an alumni, you can always join again "for free" to pick up some knowledge again. When you join online, this is completely free of charge. When you join physically, we only charge you the location fee.(Click here for more information about the Special Benefits Program for alumni and students).
Booking a physical master class as a company
Here we mostly see two forms of booking
- A single booking exclusively for your company. In advance we will discuss any adjustments to the master class to suit your needs.
- A 'free' booking by our alumni of this masterclass. They already know the contents of the masterclass because they themselves have previously participated individually in the masterclass including partial certificate or as part of one of our postgraduate courses. They are so enthusiastic about this that they are happy to share the insights they previously gained from a master class with their staff or colleagues.(Click here for more information about the Special Benefits Program for alumni and trainees).
What are other features of a physical master class?
- We always meet first at the beginning of each session.
- Insights are shared by the instructor in excerpts and provided with examples.
- In each case, we discuss and debate with each other what the insights provided mean.
- Participants are regularly divided into groups for deeper conversation during the master class to mirror what they have learned in practice.
- Every 1 to 1 1/2 hours we have a break.
- For sessions longer than four hours, we have lunch or dinner.
- The sessions are often recorded so that you, the participant, can review the master class later.
- Handouts will be provided at the conclusion of the master class.
- No preparation is usually required to participate
The program of online participation in a Compact version of this master class
There are two types of online meetings in compact format: meetings booked for in-company participation and online meetings that you can attend individually.
The content of an Online Masterclass Compact is 60% to 80% the same as the content of a Masterclass you attend physically. Our Online Masterclasses are always interactive. However, depending on the topic and group size, there will be less room for interaction and discussion than when you physically participate in a master class on location.
To book an Online Masterclass Compact as a company
Here we often see two forms of application
- Online Compact Masterclasses often booked by our alumni. They like to share the insights they previously gained from a masterclass with their employees or colleagues. For example at the beginning of a sales meeting, after which after the online master class and after a break, an After-Masterclass Meeting takes place. During this After-Masterclass-Meeting you will discuss what you, as a team, want to put into practice from the insights and best-practices. Our alumni will be perfectly capable of leading this After-Master Class Meeting in the right direction. If necessary, the teacher of the Online Master Class Compact can be booked by the hour to participate (online) during the After-Master Class Meeting.
- The initiator of the booking of an Online Compact Masterclass is not an alumni, but finds the subject so appealing that he or she, together with colleagues, can go in without any problem. Even then, we always recommend to have an After-Masterclass-meeting after the Online Compact Masterclass to discuss things with each other. Of course, the teacher of the Online Compact Masterclass can also be booked by the hour to participate (online) during the After-Masterclass session.
Participating as an individual in an Online Compact Masterclass
Of course, you can also participate in our Compact Online Master Classes as an individual through 'open registration'. At the moment that we have registered more than 5 interested participants, you will receive a message from us to verify whether you are still interested. If so, you can then indicate over a period of about 4 to 6 weeks when you can and cannot participate. Next, each participant will be given the opportunity to indicate their preferred date by means of a date picker. The date and time slot with the most preference votes will then be determined and made final.
There are also special deals for alumni of this master class.(Click here for more information about the Special Benefits Program for alumni and students).
You will receive your own personal, exclusively in your name, Sales Playbook. Herein you can elaborate on the insights obtained in order to translate them to your practice and possibly share them with the rest of your organization.
What are other features of an online master class compact?
- An online session of a master class averages 1 1/2 hours to max 2 hours.
- Insights are shared by the instructor in excerpts and provided with examples.
- Participants are sometimes split into groups to engage in deeper conversations with each other in "online break-out rooms" during the master class, to mirror what they have learned in practice.
- At the end of an online session, there is always room for Q&A
- The sessions are recorded so that you, the participant, can review the master class later.
- Handouts will be provided at the conclusion of the master class.
- Through online participation, it is also possible to obtain a Post-graduate Certificate and personal 1-on-1 coaching afterwards.
Your investment for an Open, Incompany or Online Compact Masterclass
The table below shows what options you have.
Note: Are you viewing the table below on your mobile? Then scroll to the right in the table to view all the columns.
Options | Type | Form | Duration | * Your investment |
---|---|---|---|---|
# 1 | Incompany group | Physically Complete | 6 hours | € 4.000,- |
# 2 | Incompany group | Online Compact | 2 hours | € 995,- |
# 3 | Individual | Physically Complete | 6 hours | € 695,- |
# 4 | Individual | Online Complete | 6 hours | € 610,- |
# 5 | Individual | Online Compact | 2 hours | € 95,- |
* Would you like to be awarded a Post-HBO Part Certificate for this master class?
This can be done for an additional € 200 per person. You will receive an assignment to show that you can translate the insights obtained into your own practice. You will also receive 1 hour of 1-on-1 coaching. Do you only want 1-on-1 coaching? Then this is possible for € 150,- per hour.
Specials deals for alumni of this master class. (Click here for more information on the Special Benefits Program for alumni and students.)
Additional notes:
- Duration Physical: Approximately 6 hours on location at Kaag, in region Utrecht, in region Weert or in region Zwolle
- Duration Online: Approximately 2 hours anywhere via Zoom or Teams
- Post-HBO Partial Certificate: You will obtain this certificate when you are able to translate the insights obtained into your own practice at a good level through a practical assignment. By collecting partial certificates you can obtain an internationally recognized title in the SMEI certification program. Count on approximately 4 to 24 hours of self-study at your own pace per master class.
- Personal coaching : 1 hour to be scheduled in consultation. This is automatically linked to obtaining a Post-HBO Certificate, but may also be purchased separately for € 200 per hour.
- Investment: All prices are excluding VAT. In case of In-Company, prices are also excl. direct costs such as location, travel and accommodation costs.
* If you have been referred to us by alumni, please report this as you will receive a 10% discount.
Incompany course/master class
In case of an Incompany masterclass /training it is always good to discuss things first.
Our Incompany Department can be reached from 08:30 - 17:30 on telephone number: 085 - 30 30 791
Personal advice
Our advisors will be happy to help you with personal advice, for example about which course or training best suits your goals. You can also contact our advice department for practical questions.
Our advisory department can be reached from 08:30 - 17:30 on telephone number: 085 - 30 30 791.
Schedule of this MasterClass
These participants think something of it
I found the lectures of the Senior Account Management Title Program to be pragmatic, knowledgeable and enthusiastic. The course provides useful and revenue-enhancing tools that can be directly applied in your daily work. You become very aware of your value to the customer and what that means for both of you.
During the lectures of the Program 'Senior Account Management' at HAN University, I experienced Ben as a pragmatic, knowledgeable and enthusiastic person.
Using his extensive sales experience, he provides very useful and revenue-enhancing tools that can be directly applied to your daily work during the course . He gives a clear insight into how your distinctiveness/value coupled with customer value creates more sales.
During the lectures of the Title Program "Senior Account Management," we worked on assignments taken from our own organization and work situation. As a result, we have developed our own "way of selling" with useful tools to achieve more sales that actually fit us. Terms like, Gain, Pleasure, Convenience and Safety are not lost on us after this course.During the lectures of the Senior Account Management Program at HAN University, I enjoyed Ben's enthusiastic way of teaching. Through his experiences in the "real" sales world, he knows like no other how it works in the business world. By making assignments related to your own business and work situation, you get very useful tools to create more sales.
Terms such as, Gain, Pleasure, Convenience and Safety are unavoidable after this course.
Ben thanks!
The Senior Account Management title program has given me a huge boost of new energy in my work. The tools you are given to create more sales can be applied immediately the next day. The course gives more insight into the sales process. Value for the customer and value of the customer are no longer absent in my aglow work.I got to know Ben as a very driven and enthusiastic person during the lectures of 'Senior Account Management' at HAN University. His vast sales experience that he shares with you during the lectures give you an enormous boost of energy. The tools he teaches you and indicates to create more sales can be applied to your own work immediately the next day.
Ben's lectures have given me a lot of insight into the sales process. Partly because of these lectures, I am very aware of the value that I and our company can offer customers and the value that customers can offer us.
Value for the customer and value of the customer can no longer be ignored in daily work.
I experienced my course HBO+ Senior Accountmanagment at HAN University of Applied Sciences as very inspiring. The instructor is a very competent professional and sparring partner who knows exactly where the pain points are due to his thoroughness. The title program is incredibly instructive and inspiring.I got to know Ben during my course HBO+ Senior Accountmanagment at HAN University of Applied Sciences.
Ben is an inspiring teacher and highly skilled professional and sparring partner.
Because of his thoroughness, he knows exactly where the pain points are,and can respond well to them.
It was incredibly instructive and inspiring to be taught by such a warm and enthusiastic person as Ben.Ben, good luck in the future and thank you so much for your efforts!
Hopefully we will meet again in the future!
I really liked the pragmatic way this title program is taught. What I have learned can be applied immediately, both during and after the course. I have been in the sales business for over 20 years, but the Senior Account Management course has given me an even better understanding of how to get the most out of my time effectively and in a more structured way.I really liked the pragmatic way Ben Mastboom teaches. What I have learned can be applied directly both during and after the course .
I have been in sales for over 20 years, but because of the course Senior Accountmanagement I now know even better how to get the most out of my time in an effective and structured way.
After every master class I was in the car on my way home with an elevated heart rate. Ideas were bubbling through my head about how to do things (differently). This course not only provided me with a mountain of ready knowledge and experience, it also inspired and challenged me without losing my identity.Every time I've had a master class with Ben, I'm in the car on my way home with an elevated heart rate and ideas, and when I get home my wife asks me how my course was. Ideas bubble through my head about how I am going to do things (differently). I think this is the best compliment a trainer can get.....
Ben is a man with a mountain of ready knowledge and experience, but he also distinguishes himself from many other trainers by inspiring and challenging me without losing my identity.
This course had an immediate impact on both my confidence and my results. It is much more than just Sales training.(The Secret to Your Success? Make Others Successful) I highly recommend this title program to any sales team and all individual Sales professionals who want to take their processes and results to the next level!Ben's knowledge, advice and suggestions had an immediate impact on both my self-confidence as well as my work within Stella Agency. Ben is much more than just a Sales trainer; he is a mentor, guide, life coach and a listening ear. It is a privilege to work with him on your future and not afraid to tell you what you may prefer not to hear. He is genuinely interested and tailors his programs to your needs. (The Secret to Your Success? Make Others Successful) Ben has given me so many tools, I haven't been able to apply half of them yet!
I highly recommend Ben to every sales team and all individual Sales professional who want to take their processes and results to the next level!
The course Sales Management proves that learning can be inspiring and that "talkers" really don't make it in sales anymore. With hands-on lectures on social media, customer marketing analysis, sales/buying funnel etc., you will get the knowledge to let your sales staff develop their own way of selling.Learning is boring and sales is for "talkers"................ really isn't.The course Sales Management proves that learning can be inspiring and that "talkers" really don't make it in sales anymore.By adding value for customers, understanding the sales process and coaching employees, you can take your sales organization to the next level.Ben Mastboom knows how to inspire sales professionals, through hands-on lectures on social media, customer marketing analysis, sales/buying funnel etc. you will get the knowledge to let your sales staff develop their own way of selling.
I highly recommend the course Senior Account Management. It has helped me to become consciously competent and realize a new step in my career.I highly recommend the Senior Account Management course. It has helped me to become consciously competent and to realize a new step in my career. The leader of the cource, Ben Mastboom I have experienced as an entrepreneurial coach.