Strategic Business Development

A one-and-a-half- to two-day workshop designed to help move salespeople from tactical sales calls to long-term strategic selling.

Enhances the salesforce's ability to identify opportunities, set long-range goals, develop strategies, and execute action plans for major accounts.

Salespeople learn how to:

» Analyze major accounts to identify strategic opportunities
» Establish sales, strategic, and "value" goals for accounts
» Implement an alignment strategy to strategically position themselves as a preferred vendor, business consultant, or partner/ally
» Allocate resources according to account potential
» Access vertical and horizontal decision-makers and influencers
» Interface with top-level executives
» Employ strategies such as negotiating, team selling, consultative selling, & more
» Develop and execute a strategic action plan for every major account

Participants receive a workbook/reference guide as well as a Strategic ToolBox of diagnostic and planning tools to help them systematically identify opportunities and plan and execute account strategies.

Value-Added Negotiating

A highly interactive and practical workshop that helps salespeople negotiate customer demands for better service, delivery, products, pricing, and other issues while meeting their own objectives. One-and-one-half and two-day versions.

Critical skills include:

» Planning a collaborative negotiation
» Analyzing negotiating styles
» Valuing tradeable issues
» Creatively offering options
» Defining parameters and sequencing offers
» Handling customer negotiating tactics

Account Management: Building Strategies for Success

Account Management is an interactive workshop designed to help account managers and other sales professionals develop and implement strategies to penetrate accounts, enhance retention, build customer loyalty, and grow the business. Through team breakouts, leader-led discussions, problem-solving exercises, and role plays, participants learn and practice account management strategies and apply them to their actual customers through 'Monday Morning Action Plans'.

Participants learn to:

» Conduct a detailed customer analysis to identify account opportunities and problems
» Use FOCUS questions to gain new customer information and build customer loyalty
» Implement ten proven account management strategies
» Expand relationships and get appointments with multiple account decision-makers and influencers
» Set account management objectives to maintain focus and measure progress and results
» Create and implement retention and growth strategies
» Allocate resources to accounts for optimal ROI
» Conduct effective business reviews
» Overcome challenges of account management
» Develop account management 'Monday Morning Action Plans'

Other Advanced Sales Strategy Workshops

Consultative Selling
Team Selling
Strategic Planning
Strategic Multi-Level Selling

*Custom-developed training programs are available on request

Other Off-the-Shelf Programs

Selling Skills
Sales Management
General Supervisory and Communications