10 strategic skills
for key account managers

 Demande d'info séminaire in-company

Groupe cible:

Responsables Grands Comptes

 
Programme:

1. Strategic Thinking Tools
   Strategic Mapping:  Opportunities, Challenges & Profitable Sales Goals
   Putting Strategy to work: Actionable items with deadlines
   
   
2. Exploring the Complex DMU
   Field of Play in multilevel DMU’s - Power Sponsor, Sponsor, Hearts & Bombs 
   Working with VITO’s: the Very Important Top Officers in this project
   
   
3. Unlocking Latent Opportunities
   Getting in early gives you the opportunity to influence the buying cycle
    
4. Selling Higher Up
   Budgets are created and spent in the Boardroom: what are their Business Issues?
   
   
5. The ‘Value Map’ makes the difference
   The FIT between the ‘Customer Needs’ and your ‘Deliverable Values’
   
   
6. Outsmarting Price Competition
   How to make a strategy with your allies to outsmart your competitors?
   
   
7. Working in the Grapevine: Insight Selling
   What decisions are made when you are not there?
   Your Coach can tell you what has been discussed between influencers.
   
   
8. Missing Links: most frequent reasons why you could miss the order
   Are there hidden agendas?
   Are we present on all the influence levels?
   Who sponsors the Mole?
   
   
9. Negotiating on different Procurement levels
   Working our way through final agreements with  Professional Buyers
                     
10. Account Plan: A ready to use action plan
    Presenting your Account Plan & Management Summary to the management team.
     
    
    

Chacun fait sa propre analyse, stratégie et plan d’action pour un client important.
En finale, chaque participant repart avec un “Plan Stratégique Client” mûrement réfléchi.

Info pratique:

Le séminaire peut être organisé en entreprise pour 5.000€ par groupe (2 journées).

Votre investissement - formation inter-entreprise:

• - 1325 € HTVA pour un participant
• - A partir de 2 participants: 1150 € par personne