Key Account Development

Is this programme for you..?

Are you an experienced sales executive who is being asked to target and develop specific accounts..?

Earning the loyalty of our customers, while more difficult now, is the most essential ingredient in the mix if you want your business to grow and prosper.

So how do you target your most limited resource, your time, to where it will do the most good? How do you increase the influence you have in key accounts? What are the key factors in your proposition as far as your customers are concerned? Do the personalities and skills match across both teams? What can you do to gain increased collaboration? How do you balance long-term relationship needs with the demand for short-term sales?

What is the programme about..?

An intensive and practical two-day workshop, which gives plenty of opportunity to apply the learning to current prospects or clients. This concentrates on creating a robust strategy designed to maximise the relationship and business potential. Using your current proposals to prospects and your current clients as case studies in the workshop improves your understanding and application of the essential account development tools and skills.

What will you get..?

Discover

why balancing business relationship and potential is vital
how to use consultative tools to uncover deeper business needs
where to network in an account to gain the most leverage
a simple and powerful account planning tool

Understand

why matching teams and multiple points of contact under pins your success
how to hard-wire customer commitments into ensure progress
what to audit in your account focus so you can develop more effective plans
when to negotiate and when to sell

Become more effective at

matching activity to potential
being accepted as a trusted advisor
uncovering different people's drivers, needs and buying criteria
identifying opportunities and challenges to create value
monitoring progress to ensure plans become actions and then results

What now..?

Call: 0845 003 7282
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