Key Account Development
- Participants will gain the ability to identify key decision-makers within the organisation, understand their motivations, and develop strategies tailored to their major accounts.
This course will enhance your ability to grow existing accounts by making new contacts across different departments and sites, giving you the skills to sell both upwards and across the organisation.
What to expect
- 24 months post training support included .
- Tailored and bespoke programme options .
- Our experienced training and logistics team in the last 23 years have assisted 205,289 people .
- Over 14,080 organisations trained .
- We are rated 'Excellent' on Trustpilot and 98.7% of our customers recommend us .
- Delivery UK wide and international (75+ countries delivered) .
Suitability - Who should attend?
This course is crucial for any sales professional aiming to expand a significant account. It’s designed for those who are keen to understand the dynamics of their client’s organisation, evaluate the political landscape, and strategically allocate their sales efforts.
Training Course Content
Introduction and Course Objectives
Understanding the importance of major account managementSetting personal objectives for the course
Identifying the Decision Makers
Defining the five types of decision-makersUnderstanding what motivates them to influence the buying decision
Discovering the Influencers and the Key Decision Maker
Techniques for identifying influencers within the organisationStrategies for finding and connecting with the key decision maker
Understanding Why You Win and Lose Business
Analysing past successes and failuresDeveloping strategies to win more business and avoid losses
Developing Sales Opportunities
Exploring strategies for developing existing accountsTechniques for making new contacts in different departments/sites
Learning how to sell up as well as across
Knowing Your Key Influencer’s View on the Competition
Understanding the competition from the perspective of your key influencerDeveloping strategies to stay ahead of the competition
Advanced Sales Strategies for Major Accounts
Exploring advanced strategies for growing major accountsUnderstanding the importance of long-term relationship building
Summary and Action Plans
Reviewing the key learnings from the courseDeveloping a personalised action plan for implementing the strategies learned
Expenses
Prices on application. Contact us for quote.
Request information - obligation free
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STL
1 Northey Street, 2nd Floor, CA House
E14 8BT London
STL
Helping businesses improve performance with proven learning and development solutions. London-based with a global reach. STL seek to provide an unrivalled value and quality service, enabled by our strong working culture. Our 500+ courses deliver learning solutions across leadership and...
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