The Chessboard Method©

Our innovative method to increase your sales
with Key Accounts and complex environments

Discover our dedicated training

Selling to Major Accounts:
Where do you stand?

The techniques of Major Account sales are complex approaches, mixing reactivity, negotiation and co-construction with the client.
A « Grand Compte » salesperson must be able to manage business complexity effectively in order to propose the most relevant project to their prospect.

Do you recognize yourself in any of these situations?

  • The level of transformation is insufficient for major accounts.
  • We are subjected to the client's process rather than directing the exchanges...
  • We lack contacts within these accounts to increase the chances of success...

Then we can transform your methods and optimize your results in approaching Key Accounts!

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From chess... to Key Account selling

Perhaps you've watched the series "The Queen's Gambit"?
In this series, we see the heroine make her place in the closed world of world chess champions, thanks in particular to her work ethic, her audacity and the thorough analysis of her opponents.

The Chessboard Method will allow you to develop a similar mindset and methodology in order to:

1

Master the analysis methods and business management techniques to increase your sales conversion rate.

2

Better anticipate and define the best next actions at each stage of the game

3

Mastering behavioral rules and how to develop in a multi-stakeholder environment

Our dedicated training

Using the analogy of the game of chess, master the agile approach to guide your interactions with major accounts.

This training program includes:

  • Insights on the 10 rules of the game and the account analysis tools,
  • Discover the pieces of the game and the rules of movement to master the game,
  • Role-playing focusing on skills related to negotiation and account investigation meetings,
  • Implementation of the Key Account acquisition strategy,
  • Investigation of real accounts and contributions to the decision-making process for the best actions.
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chess game

Our training program

Sequence 1

The goal of the game and the materials

Sequence 2

The key data to play and start the game

Sequence 3

Entering the account and qualifying the deal

Sequence 4

The proposal and closing the deal

Sequence 5

Account review and deal investigation

2 intensive days + coaching 

or 5 visio sessions of 2 hours + 10 learning capsules and inter-session challenges + coaching

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What our clients observe after the training

Optimize the deal conversion rate
Increase in the value of deals signed

96%

of satisfied clients with the training

82%

of our learners validate the training
We have observed qualitative impacts in our employees' sales approach, with a significant evolution in their analysis and account approach skills. They are now able to identify the various stakeholders in a decision and manage the progression stages of their deals.
We believe that the training has enabled our employees to develop more agile sales skills in a complex environment, which also increases their potential for development within our company, as well as in the job market!
In addition, the Active Training format of the training allowed employees to appropriate tools that we use internally (the pieces, the movements in an account, the scoring grid).
Nicolas Nauche - KESTIO Training "Developing the agile approach in sales to major accounts"
Nicolas NaucheDeputy Managing Director of Awin AG
The first thing I notice is a more structured and adaptive view of the business my employees are working on. Their ability to characterize the roles and influences of stakeholders in a case has become a constant topic. They now challenge each other to ensure a good understanding of the behavior of each contact, without even asking me!
It is indeed the drive they show on complex cases that has become more visible. They are more autonomous, more precise, more demanding of themselves, and probably also of clients, without losing the quality of the relationship.
I hope this continues in this direction because this training has almost led to the birth of a new team!
Jérôme Musset - KESTIO Training "Developing the agile approach in sales to major accounts"
Jérôme MussetManager of the Burocopy dealership

Our trainers

Former Sales Directors, Key Account Managers, high-level Business Developers, Customer Relationship Managers, etc.

All our trainers have more than 15 years of experience and are qualified to advise you on the sales and marketing issues you encounter daily.

They are also trained to fulfill the fundamentals of our Quality Support Charter. Each trainer has received a certification corresponding to their area of expertise. Thus, we offer you the most suitable support, provided by a pool of experts in line with your work plan.

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KESTIO EXPERT TEAM

To learn more

To learn more about the Chessboard Method and the analogy between chess and Key Account sales, discover this webinar led by Fabien Comtet, founder and President of KESTIO.

Through the series "The Queen's Gambit," Fabien deciphers the characteristics of complex sales and delivers the business lessons to retain for your organization!

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