Sales Transformation System – B2B Strategic Account Management
About this intervention
This workshop is designed to equip key account managers to prepare and implement a major account sales strategy. The program teaches a key account management planning process needed to identify strategic accounts, gain entry, broaden account penetration, and improve customer retention.
This program will equip the sales team to:
- Understand the concept of Key account management vis-à-vis other sales engagements
- Recognize the stages in the Customer buying process/cycle in a large account scenario
- Map in to the account, identify key roles and apply the process of information gathering
- Map competition and manage objections
- Present their solution/service and it’s “disruption” value
- Demonstrate capability/value
- Negotiate and apply closing techniques to gain the order
Who will benefit?
Key Account Managers handling large account sales
What challenges will it help you address?
- Skills to penetrate deeper into other buying centres in the account
- Skills to interact and perform at the level of the decision makers in the account
- Effective strategic account planning tools and processes
- In -depth knowledge and presentation of the value proposition
- Listening to what customers want and acting on it
Deliver Better, More Predictable Sales Results
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