Workshop: Real World Selling Strategies for Key Accounts

Great salespeople are masters of strategy. They know how to establish relationships with senior executives. They form networks of influence at client companies. They can marshal a publisher’s people, knowledge, and tools to remove obstacles in the path to successfully closing major deals. This workshop provides teams with a repeatable method for planning strategies that lead to successful key account engagements.

What you and your team will gain:

  • A proven method for key account selling that is predictable, efficient & repeatable
  • Effective ways to identify hidden buying influences and how to sell to them
  • Improving selling efficiencies through strategic planning
  • Greater capacity to leverage your people, ideas, and resources
  • Strategic plans that enable senior managers to know the current situation, challenges, and roles people in the organization can play to close significant deals

    • Day 1: Training on concepts that will be utilized throughout the workshop:

  • Establishing the Strategic Client Objective (SCO) and sales goal
  • The four buying influence roles
  • How each type of influence determines business and personal ROI
  • Building a key client network through client coaches
  • Developing a strategic roadmap
  • Leveraging the your people, knowledge, and tools
  • Managing the sale to close

    • Day 2: Workshop: Applying strategic selling in specific, real world account settings

  • Half day: building strategic plans for key account objectives
  • Half day: presenting plans to the group for comments, questions, and suggestions

    • Day 3 (One Month Later): Workshop: Revision and reshaping the strategic plans

  • Half day: progress review of strategic plans for comments, questions, and revisions
  • Half day: (if needed) availability for individual meetings with salespeople to review progress or extended group work

    • Day 4 (One Month Later): Workshop: Outcomes of strategies

  • Half day: salespeople present the outcomes of their strategic selling work. We conclude by presenting how they can integrate these methods in all of their key account work.
  • Half day: (if needed) availability for individual meetings with salespeople to review progress or extended group work

    • Feel free to contact us to explore further how our solutions can help you.