Today’s Key Account Manager needs a clearly defined, timely and dynamic approach to the sales planning process not just for the present but also especially for the future.

This program offers an insight into the key strategic sales processes as well as the marketing principles that will enable delegates to understand the importance of getting the strategy right and achieve.

Duration of workshop is 2 days

Program Contents

Part 1 – Selling Strategically Defined

• Successful Selling in a Future World
• Strategy and Tactics Aligned
• Stepping up to ‘The Starting Grid’
• USP and UMP defined for your business
• DVS defined for your business
• Circadian and Ultradian cycles for business
• OMD Blueprint Snapshot – 6 Essential ‘Keys’

Part 2 – Essential Elements – ‘The Keys’

• Key 1 – Working the Buyers Influence
• Keys to use with ‘buyer’ influences
• 4 Characters leverage
• 3 Behaviors leverage
• Key 2 – Handling Red Flags and Dead-ends
• Receptivity Strategies
• Diversion tactics
• Termination tools
• Key 3 – Four Response Modes
• Contact Strategies and Negotiation Tactics for reaching and handling
• the ‘economic’ buyer
• the ‘emotional’ buyer
• the ‘risk adverse’ buyer
• the ‘egotistical’ buyer
• Key 4 – Winning More Results
• Result priorities identified for your business
• A ‘Win-Win’ alignment
• The value process to your business

Part 3 – Managing Sales Time – Multi-accounts

• Time and Money in your business
• Key 5 – Your Sales Funnel
• Constant Contact System
• 90 Days to Building Better Business
• Telephone tactics and tools
• Dialogue Dynamics for your service or product
• The ‘Voice’ of Sales
• Opening techniques
• Closing techniques
• Using the ‘Funnel’ to set priorities and allocate time

Part 4 – Focusing on Win-Win Customers

• Key 6 – Your Ideal Market and Customer defined
• Demographic customer alignment
• Psychographics customer alignment
• Leverage rules for getting higher value customers
• Underpin your essential customer relationships
• Key Account Matrix (facilitated for your business)

Part 5 – Creating Team Action & Personal Leverage

• Your Sales Action Plan
• Your Service Action Plan
• Your Contact Action Plan
• ‘Goals and Gateways’ for your business
• Time leverage for busy teams and markets
• ‘Open More Doors’ – a lifetime approach to better business growth

Real reasons why you should attend:

• Select the right new and major growth customers for your business
• Identify your strategic accounts and their pressure points today
• Optimise your current accounts with joint leverage
• Implement strategies for client consolidation to better accounts
• Create new alliances with more strategic major corporations
• Develop new strategies to target potentially lucrative markets
• Use client segmentation for sustained sales optimisation
• Prepare sales engagement models and tools for this market
• Deliver highly persuasive value propositions in this market
• Master ways to add real value to your customer’s bottom line
• Open mutually advantageous relationships for business building
• Concentrate and hone your limited resources for the best returns
• Sell customers on bottom line profit improvement and support

Who Should Attend?

• Client Service Managers,
• Account Directors,
• Account Managers,
• B2B Customer Relationship Managers,
• Sales Professionals,
• Business Development Professionals,
• Key Relationship Managers,
• Supplier Relationship Managers,

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