Sales
Key Account Marketing for Sales
This workshop provides marketing and / or sales teams with a clear understanding of what is involved in Key Account Marketing so that they can develop winning strategies and tools and tactics that will differentiate them from the competition, demonstrating their suitability to each high value prospective customer or renewing existing customer and convincing them to sign.
All to deliver a significant competitive advantage that results in more contract wins, more share, more success and more business that generates more profit.
Key Account sales teams responsible for managing the relationship with major national or international accounts at both business unit and head office level including:
- Key account managers
- Key account directors / VPs
- Sales executives
- Sales managers / VPs
Marketing teams that can provide support to sales including:
- Marketing managers
- Marketing communications managers
- Marketing executives
- Heads of marketing / VP marketing
- CMOs
- Account selection and prioritisation tool
- Account strategy hypothesis process
- Buying process maps
- Account positioning statement template
- Account value proposition template
Strategic Account Management
This programme will enable Account Managers to manage, retain and grow the value in the accounts that they have responsibility for. They will be able to do this by understanding the drivers of their accounts and the impact of those drivers on their opportunity, work with the corporate buying cycle and manage their opportunity pipeline accordingly, map and manage the decision-making unit in their client organisations, work with C-level managers able to identify the motivations of those decision makers and be seen as a trusted advisor to those customer businesses.
They will also be able to negotiate, sell value and manage expectations of the account to be able to realistically satisfy their needs and requirements.
- Account sales executives
- Account managers
- Account directors
- Sales managers
- Service sales teams selling to an existing customer base
- The account plan toolkit
- Account Mapping tool
- Social selling plan
- Trusted Advisor Matrix
- The adapted service quality model