Building Blocks of Successful Key Account Selling
- Overview of the foundational principles of the Value Pyramid and the various roles played by Key Account Representatives
- Optimizing the value clients seek from you and your organization
- Strategies to increase integration and synergy within key accounts - partnership evolution
- Maximizing ROTI within your accounts and assessing future sales opportunities
Strategic Territory Planning
- Key concepts and principles about goal setting and forecasting
- Tools to perform a detailed analysis of your organization as compared to the competition and the marketplace
- Applying the Key Account Targeting Model to identify where to invest your time: goal alignment, forecasting, territory planning, and time allocation
- Building the territory plan based on all information collected from various analyses
Strategic Key Account Sales Process
- Overview of Account Acquisition and Opportunity Sales components of the strategic key account sales process
- Converting account data into strategic intelligence and insight
- Building comprehensive action steps, growth strategy, and strategic account plans
- Using consultative investigation dialogue with members of the Decision Influence Group to uncover their unique motives and needs
- Keys to effective solution implementation based on a strong business case of financial arguments
Strategic Account Management
- Building an annual business review for your existing key accounts
- Developing a strategic account plan, financial business case, to grow your major account
- Developing and delivering consultative advice and business solutions
- Building and communicating your unique value proposition to senior executive