Details

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Enterprise Sales & Strategic Account Management

Duration: 2 Days
Time: 9:00am to 5:00pm
Lunch: 1:00pm to 2:00pm

Introduction

This program focuses on sales and strategic account management. Winning, managing and expanding current and major accounts are critical to significant sales growth for many companies. But navigating the landscape of the company, finding and coordinating key buying influencers, and keeping the client at bay are constant challenges.

With sales and strategic account management, your team will gain critical skills and knowledge needed to help you achieve the greatest possible success in key account management. They will learn a proven process for strategic account planning that will allow them to systematically review and grow their accounts.

Learning Objectives

• Understand the key process to sales (Sales Fundamentals 101)
• Build strategies for strategic account planning and management
• Create a sales and strategic account management culture and delivery
• Identify needs from the customer perspective, strengthening and deepening your ability to create value for your accounts
• Get the best results possible from your selling efforts

Key Content

Module 1: Introduction to Sales Process

• The Sales Process (Prospecting, Making an Appointment, Meeting, Proposal, Negotiation, Closing, After Sales Service, Asking for Referral)
• The Key Success Factors for each Sales Process

Module 2: Strategic Account Management 101

• The Difference between a Client & a Customer
• Understanding the 4-Ps to Account Management

• Power
• Personality
• Positioning
• Priority

Module 3: Strategic Account Management 101

• Key fundamentals to Strategic Account Management
• Client Strategy & Planning
• Relationship Building
• Idea Seeding
• Cross-selling or Sales Expansion
• Intelligence Gathering
• Maintaining Relationship & Reviewing

Module 4: Mastering Your Communications Delivery

• Key factors to successful Communication and Delivery
• Principles of Sales Psychology

Module 5: Tools for Sales & Account Management

• Tools that can be used for Sales and Sales Management Activities
• Delivering a Sales Culture in Sales Pitching (CAN sales talk), Sales Delivery, Sales Meeting, Role-play & etc.

Module 6: Understanding Sales & Strategic Account

• Developing a Working Plan, Management and Delivery of Strategic Account Management
• The Tools required for Delivering Strategic Account Management
• Creating & Conducting a successful Sales Meeting

Methodology

This stimulating program will help you to manage and maximize your sales team to create a healthy sales culture. Our training programs are interactive sessions, where the candidates will participate in various activities, and Q&A to increase interest in learning and building a plan to manage key accounts.

Target Audience

The focus is on sales teams who are front-liners dealing with their customers (i.e. sales professionals, business development executives, marketing personnel, and senior managers, MDs and/or CEOs.)