Menestyvä kansainvälinen toiminta

Managing Global Key Accounts – Fintra

Remote - participate remotely! Proven methods and approaches to grow your major international customers (KAM, SAM, OEMs).

This training will be held in English. More detailed description in Finnish »

Managing Global Key Accounts - training contents in English.

How to Make (Strategic) Account Management Work? 13.10.2020

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 14.10.2020

Social styles

  • 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.

Persuasion methods

  • 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
AI enhanced b2b sales psychology

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:
  • 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, 17.-18.11.2020

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

Practical exercises

  • learning from real life: consulting exercises

Value-based pricing, half day 18.11.2020

  • How to convert the customer value into euros
  • How to avoid price centricity

Price 3500 € (+ vat 24%)

The training fee includes

- four training days from 9 am to 4 pm
- training materials
- personal sales coach app for one year
- lunch and refreshments.

You can also participate remotely. Please indicate this in the additional information section of the registration form.

Do you want more information or customized training for your organisation?

Contact us!