10 strategic skiLls
for key account managers

3-daags seminarie

Doelgroep: Advanced Sales
Business Development Managers & Key Account Managers

Agenda:

1. Putting Strategy to work: Actionable items with deadlines
   Strategic Mapping:  Opportunities, Challenges & Profitable Sales Goals
   
   
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 large projects
   
   
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 the Business Issues?
   
   
5. The ‘Value Map’ makes the difference
   Clarify the FIT between the ‘Customer Needs’ and your ‘Deliverable Values’
   
   
6. Outsmarting Price Competitors
   How to make a strategy with your allies to outsmart your competitors?
   
   
7. Working in the Grapevine: Insight Selling
   How can you influence decisions when customers go into internal meetings?
   How can you engage your Coach as your inside eye: he hears and sees everything!
   
   
8. Missing Links: actionable items to prevent last minute failures
   Are there hidden agendas?
   Are we present on all the influence levels?
   Who sponsors the Mole? Hints to neutralise this bomb under your order!
   
   
9. Negotiating on different Procurement levels
   Working your way through final agreements with 'New Generation' Buyers
                     
10. Account Plan: A ready to use action plan
    Presenting your Account Plan & Management Summary to your internal TEAM.

During the last training session, all participants present their Account Plan for an important customer. We discuss it, test it on feasability and brainstom on fall back strategies.

Praktische Informatie:

• * 2 or more participants: 1090 EUR / pp
• ^{Bespaar als KMO tot 40% op de investering van de opleiding met de kmo-portefeuille - Registratienummer: DV.O104804}
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• Vraag ook de voorwaarden voor een op maat gemaakte in-company training (Engels of Nederlands).
• Contacteer ons voor een voorstel op maat.
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