Business development training for Trendwatching

What is TrendWatching?

TrendWatching is a global consumer trend insights company that helps businesses stay ahead by identifying and leveraging emerging trends. With offices worldwide, TrendWatching supports leading brands in understanding market shifts and aligning their strategies for success.

However, despite working with big clients, TrendWatching faced a challenge: unlocking the full potential of these relationships to drive additional revenue through upselling and cross-selling.

The Challenge

When TrendWatching approached us, they had a strong client base but were not fully capitalizing on existing relationships. Their business developers found it difficult to manage client relationships effectively, which limited opportunities to upsell or cross-sell their services.

They needed help answering a critical question:

How can we build stronger client relationships and increase revenue from existing accounts without being overly pushy?

TrendWatching also recognized that their team could enhance their communication and soft skills to better manage these relationships.

The Solution

We developed an on-site customized two-day training focused on soft skills and practical techniques to help TrendWatching better manage client relationships and increase revenue.

Day 1: Spotting Opportunities

• DISC Method: Adapting communication to different personality types.
• Active listening & email writing: Building trust through tailored communication.
• Value proposition selection: Crafting messages that resonate.
• Storytelling: Using stories to create emotional connections and demonstrate value.

Day 2: Moving Conversations Forward & Winning Deals

• Handling objections: Anticipating and overcoming challenges with confidence.
• Effective follow-up: Keeping clients engaged without being pushy.
• Closing & upselling: Securing additional business and expanding client relationships.

Roleplays, group projects, and exercises ensured the skills were applied in real-world scenarios.

The Outcome

Since completing the training two years ago, TrendWatching has transformed the way they manage client relationships. The team has:

• Mastered handling objections, confidently navigating complex client conversations to secure more favorable outcomes.
• Boosted upsell and cross-sell success, driving stronger client engagement and unlocking new revenue streams.
• Implemented clear, actionable strategies for identifying and seizing growth opportunities within existing accounts.

As a result, TrendWatching has significantly strengthened client retention, expanded their service offerings, and maximized the value of their key accounts—positioning themselves as a trusted partner for long-term success.

Facing a similar challenge?

Book a call with our team and discover how The BD School can help you achieve the same results.