Strategic Selling
In the competitive landscape of large enterprises, key account managers encounter increasingly sophisticated professional buyers. Decision-making authority is distributed across various departments and hierarchical levels within organizations, underscoring the need for strategic acumen and adept social skills in successful account management.
This intensive one-day Strategic Sales Training program offers a focused and immersive learning experience. To ensure skill integration and sustained growth, we recommend a follow-up refresher session three months later. Rest assured, the training can be fully adapted to align with your company’s unique culture and organizational structure.
Your Benefits
In-depth Understanding of Decision Processes: Gain insights into the complex decision-making dynamics within customer organizations.
Strategic Engagement Approach: Employ a strategic approach to customer interactions, enhancing the likelihood of securing business opportunities.
Comprehensive Stakeholder Engagement: Develop relationships with all stakeholders involved in the decision-making process.
Needs Identification and Addressal: Discern the genuine needs of each stakeholder and tailor solutions accordingly.
Methodical Stakeholder Engagement: Systematically engage with stakeholders in a logical sequence to maximize effectiveness.
Effective Issue Resolution: Address stakeholder concerns and needs with precision and professionalism, fostering trust and confidence.
Holistic Attention to All Stakeholders: Drive sales success by ensuring proper attention and care for all individuals involved in the decision-making process.
What you will learn
Customer Decision Processes: Understand the intricacies of decision-making processes within customer organizations, enabling strategic alignment.
Customized Strategic Approaches: Develop tailored strategies for each customer, optimizing engagement and fostering stronger relationships.
Stakeholder Mapping and Engagement: Learn to identify and position stakeholders within the customer matrix, ensuring comprehensive coverage and influence.
Adaptive Stakeholder Engagement: Equip yourself with the skills to engage with diverse stakeholders in a manner that resonates with their unique perspectives and needs.
Strategic Action Planning: Craft thoughtful action plans that align with the specific needs and objectives of each customer, driving mutual value creation.
Stakeholder Roles Clarification: Understand the distinct roles of decision-makers, influencers, coaches, users, and other relevant parties in the decision-making process.