Strategic Account Selling Workshop
This programme is for the more seasoned sales professional,
who is working on larger big ticket deals. It will allow attendees to make more informed commercial decisions on how to approach
and deal with larger accounts especially when they are dealing with multiple contacts. With many major account planing workshops,
there is a pure focus on the process. This programme also focusses on the more subjective areas around the people issues within
accounts and the best approach for different individuals
Strategic Account Selling Workshop ObjectivesBy the end of this programme
attendees will be able to:-
- Use the strategic account planning tool to manage key accounts and create
a plan that focuses on the immediate and medium term goals.
- Effectively use commercial and financial information to analyse and rank
commercial priorities, to achieve progress in an account.
- Identify the main business drivers within a client and determine investment
- Be able to analyse the strengths, and reduce any weaknesses of their offering
- Assess the profitability of winning business
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