Develop the agile approach to key account sales
Using the analogy of a chess game, master the agile approach to key account management
Objectives
- Identify the needs and issues of stakeholders in relation to developments and the context within major accounts or multinationals
- Capture useful information linked to people, decision-makers and influencers in a context of constantly evolving organizations.
- Design an action and communication strategy to win and retain key accounts and multi-site customers
- Contact key contacts to gather information on decision-makers and influencers
- Define room for manoeuvre and adjustments in agile mode in order to prepare for the negotiation of contracts to be obtained
- Conduct regular, sequenced exchanges with decision-makers and multiple contacts, assessing the balance of power and reversing it in your favor, in order to conclude and secure a sales contract.
- Co-develop sales proposals with your company's sales, technical and financial departments and the customer
- Lead project group account reviews to analyze opportunities and potential projects
lasting 2h00
The playing field, parts and movements
Co-construction and closing strategies
+12h of microlearning
+30mn of intersession tutoring (a total of 2h00)
+1h of framing
+1h of debriefing
from € 2,280 excl.
Topics covered
- The 10 rules of the game: dealing with behavioral analysis
- L'Échiquier: deals with organization chart logic.
- The 6 pieces: dealing with sales strategy
- The concept: account tactics
- The 4 tools: dealing with work optimization
Methods
- Role plays on negotiation skills and account review meetings
- Implementation of the key account strategy, accompanied by a complete monograph
- Professional questionnaire covering the entire reference framework
per group
At the end of the training course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved the training objectives.
The results of this questionnaire will be given back to the customer at the end of the training course, during a post-training follow-up meeting (debriefing).
- Sales executives responsible for developing key account customers
- Sales representatives to negotiate and close (inter)national deals
- Engineers and other holders of a level 6 or 7 diploma for use in negotiations and framework agreements with company managements
This training course requires proven experience
in the sales field.
A positioning questionnaire must be completed for each participant.
Agile sales techniques
for key accounts
Key account sales techniques are used by highly qualified project managers, engineers and sales people.
These techniques need to adapt to the new economic context and theaccelerating pace of change within global organizations. This means mastering theagile approach, working in iterative stages, co-constructing with the customer and developing the ability to make rapid decisions.
They constitute a complementary, specific and coherent set of commercial, relational and strategic skills, enabling strategic negotiations to be conducted in conjunction with the company's general management.
The key account salesperson is a high-level negotiator whose role has evolved considerably over the past 10 years. They must be able to manage the complexity of business with great reactivity and adaptability, in a world that is increasingly fluid both economically and within organizations.
Traditional methods of analyzing accounts and projects do not allow for rapid decisions or changes to previously defined options. His mission and his role as conductor of the orchestra have expanded, requiring him tointegrate collective intelligence and Design Thinking methods.
The Key Account Sales Manager manages the strategy for winning over a prospect, new contracts or new markets in project mode.
He/she organizes the collection of strategic data on a target to determine opportunities and circles of influence, analyzes and synthesizes this data with key players in the company to build a strategy that responds to the customer's challenges and problems with a value-added offer.
He/she federates cross-functional teams (sales, technical, legal and financial) to manage the entire collaboration with the customer throughout the marketing process, from the discovery of the opportunity to the follow-up of the partnership or sale.
Key account salespeople represent their companies to national and/or international customers. They seek out qualified contacts enabling them to structure and implement a strategy of conquest. They approach the circles of influence that give credibility to their company and the value proposition of their offer.
As akey contact and guarantor of their company's image, they anticipate the exchanges and reactions of their contacts in order to create constructive, fruitful and lasting partnerships. He builds an offer adapted to the challenges of his customers in a spirit of value creation. He manages agreements and partnerships, as well as their deployment over the medium and long term.
Ils ont fait confiance à Kestio
We feel that the training has enabled our employees to develop more agile sales skills in a complex environment, which also enhances their potential for advancement within our company, as well as on the job market!
What's more, the Active Training format of the course enabled our employees to acquire the tools we use internally (vouchers, account movements, scoring grid).
It's the drive they show on complex files that has become more visible. They are more autonomous, more precise, more demanding of themselves and probably also of their customers, without losing any of the quality of the relationship.
I hope that this trend will continue, because this training course has almost given birth to a new team!
a training session?
program
sessions
Participants
Kestio live
Participants receive resources (readings and videos) on the topic discussed
The trainer leads with quizzes, individual or collaborative exercises, video viewing, challenges, role-playing.
Participants have an action plan and exercises for implementation in their context.
