April 14-17, 2024
Directions North America 2024
Sheraton San Diego Hotel & Marina
Directions NA 2024 was the largest yet, with a turnout of 1,286 attendees, of which 346 were first-timers. The event hosted 291 sessions and workshops for the attendees who represented 30 countries, 42 states and 6 Canadian provinces.
04-16-2024
Maximize Customer Lifetime Value: Strategies to Enable Your Delivery Teams to Build Trust and Value
You have a massive revenue opportunity within your customer base to upsell and expand, but this requires your consultants be able to craft compelling business cases and identify upselling opportunities tailored to unique industry requirements. Although your consultants and delivery team members are trusted and respected by customers, many are unable to effectively align solutions with customer priorities, let alone manage unrealistic customer expectations. In this session you will learn strategies for deeper customer engagement and value-driven solution delivery that will empower greater customer satisfaction and upselling success. Gain insights on techniques to enable your consultants to build credibility and emotional connections with customers and align with customer priorities during and post-implementation, thereby enhancing customer lifetime value and improving consultant career growth and retention rates.
Speakers:
Joe DeHaai
Master Sales Strategist at Neural Impact
Joe brings over two decades of experience in Microsoft Business Applications, having served in various roles including consulting, startup practice leadership, presales engineering, sales, and sales leadership. His extensive background in this domain equips him with valuable insights and a distinctive perspective that he passionately shares with Microsoft and Microsoft Partners. His expertise is not just theoretical; Joe has a proven track record of transforming sales strategies and leading teams to success. During his tenure at RSM, he spearheaded a major shift in the sales approach. Moving away from traditional ERP selling focused on features and functions, he led the team towards a strategy centered on industry-specific solutions. This pivotal change catalyzed remarkable growth: the sales team expanded from 4 to 32 members, and revenue soared from $15M to an impressive $185M. Joe's leadership is characterized by his commitment to developing sales personnel and managers, empowering them to achieve their maximum potential through innovative and effective sales strategies.
Joe DeHaai
Master Sales Strategist at Neural Impact
Joe brings over two decades of experience in Microsoft Business Applications, having served in various roles including consulting, startup practice leadership, presales engineering, sales, and sales leadership. His extensive background in this domain equips him with valuable insights and a distinctive perspective that he passionately shares with Microsoft and Microsoft Partners. His expertise is not just theoretical; Joe has a proven track record of transforming sales strategies and leading teams to success. During his tenure at RSM, he spearheaded a major shift in the sales approach. Moving away from traditional ERP selling focused on features and functions, he led the team towards a strategy centered on industry-specific solutions. This pivotal change catalyzed remarkable growth: the sales team expanded from 4 to 32 members, and revenue soared from $15M to an impressive $185M. Joe's leadership is characterized by his commitment to developing sales personnel and managers, empowering them to achieve their maximum potential through innovative and effective sales strategies.