The Growth Framework: Retain, Expand, and Acquire Customers with Impact
IN PERSON | APRIL 16, 2025
Elevate your customer strategy to drive growth, loyalty, and new opportunities
Discounts available for group enrollments, UA faculty/staff, UA Alumni, and Chamber members. Reach out to stephanie.lowe@ua.edu for more information.
Unlock the full potential of your customer relationships with this Executive Education program. Learn to develop a “health-based” view of your customers, enabling you to assess their needs and long-term value effectively. Discover how to identify and implement the optimal customer strategy, create opportunities for cross-selling and up-selling, and uncover and close net-new opportunities. This program provides actionable insights and tools to drive growth, strengthen customer loyalty, and elevate your business success.
Gain valuable insights from the leaders of UA’s Master’s-level Sales Leadership Program, Drs. Bryan Hochstein and Jim Karrh. Drawing on cutting-edge research, proven business strategies, and decades of industry experience, they will share practical tools and actionable strategies to elevate your business and sales approach. Don’t miss this chance to gain a competitive edge and drive meaningful results!
topics
Developing a “Health-based” view of your customers
Identifying and implementing the optimal customer strategy
Creating cross-selling and up-selling opportunities
Finding and closing net-new opportunities
Program OVERVIEW
Join us for a dynamic day focused on customer engagement and growth strategies. The program includes interactive workshops on developing a health-based customer view, implementing optimal strategies, and identifying opportunities for cross-selling, up-selling, and new business.
Designed for:
- Sales Managers – Discover new strategies to organize your team and drive customer growth.
- Salespeople – Gain insights to better manage both your customers’ success and your own.
- Marketing Professionals – Explore top industry practices to sharpen your efforts in retaining and growing customers.
- Digital Marketing Specialists – Learn how to use metrics to assess the health of your customer base and implement strategies for continuous improvement.
- Leaders – Understand how innovative tech-industry strategies can elevate team performance and enhance customer engagement.
- Customer-Facing Professionals – Acquire practical tools to make a greater impact in your day-to-day role.
Participants will:
- Understand how to assess customer health and develop strategies for long-term engagement.
- Learn to identify and implement customer strategies that align with business objectives.
- Gain insights into creating effective cross-selling and up-selling opportunities.
- Develop skills to uncover and close new business opportunities.
- Enhance decision-making with a customer-focused approach to drive sustainable growth.
Format:
The program will be held on The University of Alabama’s campus in the Culverhouse College of Business. Lunch, snacks, and drinks will be provided. A tentative schedule is below:
- 8:30 – 9:00 AM: Registration
- 9:00 – 9:30 AM: Welcome & Introductions
- 9:30 – 10:00 AM: New Strategies for Customer Engagement & Success
- 10:00 – 10:10 AM: Break
- 10:10 – 10:55 AM: Workshop 1: Developing a Health-Based View of Your Customers
- 10:55 – 11:05 AM: Break
- 11:05 – 11:50 AM: Workshop 2: Implementing the Optimal Customer Strategy
- 11:50 AM – 12:30 PM: Lunch & Networking
- 12:30 – 1:00 PM: Plenary Talk
- 1:00 – 1:10 PM: Break
- 1:10 – 1:55 PM: Workshop 3: Creating Cross-Selling and Up-Selling Opportunities
- 1:55 – 2:05 PM: Break
- 2:05 – 2:50 PM: Workshop 4: Finding and Closing Net-New Opportunities
- 2:50 – 3:00 PM: Wrap-Up
Upon completion of the program, you will receive a certified digital badge issued from Credly, as well as a certificate of completion.
This program is not eligible for federal financial aid. No academic credit will be awarded.
INSTRUCTORS
Bryan W. Hochstein (PhD Florida State University) is an Associate Professor of Marketing at the University of Alabama. Prior to his current role, Dr. Hochstein (Dr. H) was a sales executive with Time Warner Media. Dr. H is considered an academic thought leader on sales and customer success management, as such he regularly facilitates academic/industry discussions via thought leadership forums, industry conferences, and research interviews. Dr. H is a co-author of Marketing Strategy, 8th Edition (Cengage Publishing) and Sales Management (Stukent Publishing).
Jim Karrh (PhD University of Florida) is a Clinical Instructor of Marketing at The University of Alabama’s Culverhouse College of Business, as well as a keynote speaker and consultant serving B2B sales teams. Dr. Karrh is the author of The Science of Customer Connections: Manage Your Message to Grow Your Business (published by Career Press) and host of The Manage Your Message Podcast.
Looking for more program options?
WE CAN CUSTOMIZE PROGRAMS FOR YOUR ORGANIZATION.
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On-site
Hybrid