How to Make (Strategic) Account Management Work?, one day
Lead customer relationship and orchestrate your own team
- Sales versus Account Management
- A profile of a good Account Manager
- Steps to create Key Account
- Decision makers on many levels
Strategic Account Management (SAM)
- Strategic Account Management versus Key Account selling
- Expectation from suppliers
- How to categorize Strategic Key Accounts
- How to manage Strategic Key Accounts
- 10 Golden rules to manage Strategic Key Accounts
Psychology in Sales, one day
- Utilize research results of social intelligence in sales situations.
- Understand relative strength and development areas of various types.
- Learn to recognize feathers that can – and will – break a camel´s back.
- Learn take into consideration personal comfort zones both in sellers AND in buyers.
AI enhanced b2b sales psychology
- How to convert social styles into persuasion designated methods to tap into.
- How to align seller, offer presentation and customers bias?
- Improve your persuasion range
In order to get the most out of the session, you can download a Bizmind app:
- Gain psychological insights and become more versatile in persuasion: www.bizmind.com
- With Bizmind you can be in personal sales coaching for more than 200 days a year – without missing any work.
- This is a unique opportunity to get a cutting edge EdTech tool for one year (+1 ME invested).
Tools for Solution Selling, 1,5 days
Consulting methods for Solution Selling
- effectively map information for developing comprehensive solutions
- consulting exercise: Petrol station
- simple, yet elegant tools:
- 7P® Model exercise: Applying the 7P® Model to Sales Activities
- 3LT® Questioning and listening technique exercise: Getting at Value
- pings for recognizing the most important themes
- practicing the 3LT Process Exercise
- learning from real life: consulting exercises
Value-based pricing, half day
- How to convert the customer value into euros
- How to avoid price centricity