Augmentez la performance de vos équipes commerciales

grâce à l'IA Générative

Découvrez comment intégrer efficacement l’IA dans le quotidien de vos équipes pour accélérer la prospection, gagner en impact, et structurer vos process.

Vos équipes commerciales doivent aller plus vite, plus loin, avec moins de ressources. Et si l’IA était la solution ?

Accélérer la prospection avec des scripts et emails personnalisés en un clic
Structurer la vente grâce à des supports commerciaux générés automatiquement
Améliorer l’efficacité des managers en optimisant les rituels commerciaux
Gagner du temps sur les tâches à faible valeur ajoutée

Une aproche pragmatique, orientée résultats

Nos consultants vous accompagnent pour faire de l’IA un levier immédiat de performance, sans jargon ni complexité technique.

Grâce à une approche terrain, pragmatique et 100 % orientée résultats, nous intégrons l’IA directement dans le quotidien de vos équipes commerciales. Pas de solution gadget ni de promesse abstraite : nous partons de vos enjeux concrets – prospection, efficacité managériale, structuration des discours – pour identifier les cas d’usage les plus impactants.

À chaque étape, nous assurons une montée en compétence progressive de vos collaborateurs, avec des outils simples, des méthodes activables immédiatement, et des résultats visibles dès les premières semaines.

Format

🎤 Conférence inspirante

Description

1h à 1h30 pour sensibiliser vos équipes et dirigeants

Pour qui ?

Séminaires, CODIR, conventions

🎯 Coaching individuel

Accompagnement 100% personnalisé sur vos cas d’usage

Dirigeants / Managers commerciaux

👥 Formation en groupe

4 demi-journées pour monter en compétences pas à pas

Équipes commerciales & managers

Le coaching individuel et la formation en groupe sont éligibles à une prise en charge via votre OPCO pour les formats coaching & formation

CE QUE VOUS ALLEZ MAÎTRISER

Une aproche pragmatique, orientée résultats

Générer des scripts d'appels et séquences de prospection personnalisées
Créer des argumentaires adaptés à chaque persona
Optimiser ses emails de relance ou de closing
Gagner du temps dans la préparation de rendez-vous
Formaliser des process ou documents commerciaux avec l’IA

ILS L’ONT FAIT, ILS EN PARLENT

Ils ont transformé leur quotidien grâce à notre méthode

Quelle expérience ! Deux jours pour passer à la vitesse supérieure avec l’IA dans notre quotidien commercial. Merci pour l'énergie, la clarté et les outils concrets partagés. Prêt à transformer tout ça en résultats !

Julien Labalme

Sales Manager

Nos contenus sur le sujet IA

Discover also

Webinar KESTIO : Les tendances commerciales BtoB en 2025

En compagnie de notre Directeur Général Dominique Seguin, nous décortiquons chaque étape de vente pour y agrémenter les nouveaux outils et techniques qu’offre 2025.

Ce que vous apprendrez :
✅ Comment synchroniser vos équipes marketing et commerciales pour ne plus perdre de prospects en route.
✅ L’IA appliquée aux ventes : Augmenter son taux de closing avec des cas d’usages concrets.

Envie d’en savoir plus ? Discutons de vos enjeux spécifiques

Sans engagement – 20 minutes pour identifier vos priorités et les formats adaptés à votre entreprise

L’IA pour les commerciaux : un levier stratégique pour les PME et ETI

L’intégration de l’intelligence artificielle dans les équipes commerciales n’est plus une option réservée aux grandes entreprises technologiques. En 2025, de plus en plus de PME et ETI s’équipent d’outils d’IA générative comme ChatGPT pour améliorer leur efficacité commerciale. L’IA pour les commerciaux permet de gagner un temps précieux dans la prospection, la rédaction de messages personnalisés, la préparation de rendez-vous, ou encore l’analyse de données clients.

Grâce à une formation IA orientée vente, vos équipes peuvent automatiser certaines tâches répétitives, renforcer l’impact de leur discours et adopter des méthodes de travail plus agiles. Les cas d’usage sont nombreux : création de séquences d’emails, génération de scripts d’appel, élaboration d’argumentaires sur-mesure, ou encore coaching à partir de données issues du CRM.

Chez Kestio, notre objectif est de rendre l’intelligence artificielle accessible, utile et immédiatement opérationnelle pour vos équipes. Nos formats de coaching IA, formations commerciales sur l’IA ou conférences inspirantes vous permettent de passer à l’action rapidement, tout en bénéficiant d’un accompagnement adapté à votre maturité digitale.

Si vous cherchez à intégrer l’IA dans votre force de vente et à développer la performance commerciale de manière durable, contactez nos experts pour explorer les solutions les plus adaptées à votre contexte.

Integrating generative AI into your

BUSINESS DAILY

This training course will help you understand how to usegenerative AI in your day-to-day sales teams.

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

NEW 2024

Program

Training schedule

Introduction to AI and preparation for ChatGPT

What is AI?
Using and understanding ChatGPT

AI for my prospect and contact research

AI to define my target
AI to find contacts in my target group

AI to prepare my appointments

AI to find information about my prospects
AI to find information on my target accounts

AI to improve my performance

AI to find levers for action
AI for better performance

Going further: Using GPT Builder and other AI tools

Using GPT Builder
Discover other AI tools

After training

Questionnaire for validating prior learning

Before each session

Participants complete the corresponding e-learning.

During the session

The trainer leads with quizzes, individual or collaborative exercises, challenges and role-playing.

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

Sales manager, business developer, sales assistant, sales manager.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

The results of this questionnaire will be returned to the customer at the end of the training, during a post-training follow-up meeting (debriefing).

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Managing difficult customer relations situations

Training to improve customer segmentation, the customer journey and the development of customer culture within your company.

Human skills at the heart of customer relations

Training to develop empathy, agility and adaptability to improve customer relations.

Would you like to discuss your training needs?

Integrating generative AI into business strategies: a revolution for companies

Generative AI in sales strategies is radically transforming the way companies approach sales, customer relations and business process optimization. It can automate repetitive tasks, personalize customer interactions and improve the performance of sales teams. This training course will show you how to use this technology to boost your sales results and adapt to new market requirements.

How can generative AI be used to automate business processes?

One of the major strengths ofgenerative AI in sales strategies is its ability to automate processes. Repetitive and time-consuming tasks, such as managing leads or sending personalized emails, can be entirely managed by artificial intelligence. Thanks tosales automation, sales teams can concentrate on higher value-added missions, while increasing overall operational efficiency. Automating processes also guarantees optimal responsiveness, enabling companies to respond more quickly to customer needs.

Generative AI tools to improve sales prospecting

Prospecting is a key stage in any sales strategy, andgenerative AI in sales strategies can greatly enhance this process. By analyzing large quantities of data,AI toolsfor prospecting can identify the most promising prospects, based on predefined criteria. These tools can also generate customized sales scripts, emails or even presentations, tailored to each prospect, increasing the chances of conversion.

Optimizing sales strategies with generative AI

Withgenerative AI in sales strategies, it becomes easier tooptimize sales processes. By analyzing the performance of sales teams and identifying areas for improvement, AI offers recommendations based on concrete data. This technology can also anticipate customer needs, suggesting solutions even before a problem is expressed.Optimizing sales processes therefore means saving time, reducing errors and better allocating resources.

Personalizing the customer experience with artificial intelligence

Today's customers expect a personalized experience. Thanks togenerative AI in business strategies, companies can meet this demand by offering tailored interactions. Each customer can receive proposals tailored to his or her specific needs, increasing engagement and loyalty. This personalization of the customer experience is made possible by real-time analysis of customer data, enabling AI to generate recommendations, offers or messages specifically designed for each individual.

Predicting sales trends with generative AI models

Generative AI in sales strategies also excels at predicting sales trends. Based on predictive models, AI is able to analyze past customer behavior and anticipate future sales opportunities. This enables companies to better prepare their campaigns, adjust their offer and optimize their sales strategy. By anticipating market fluctuations, companies can also adjust their production, stock and communication.

The benefits of generative AI in customer relations and sales

Generative AI in business strategies offers numerous advantages in customer relations and sales. It makes it possible to maintain an ongoing relationship with customers through automated, yet personalized, interactions, thus improving satisfaction and loyalty.Improving customer relations with AI also involves the use of chatbots for sales support, capable of responding instantly to customer queries, 24 hours a day, 7 days a week. These virtual assistants reduce waiting times and offer a precise, tailored response to every request.

How generative AI boosts sales proposal creation

AI-assisted sales proposal creation is another strength of this technology. Generative AI can analyze customer needs, identify the key points of an offer and automatically create customized sales proposals. This not only saves time, but also produces more impactful, better-targeted documents. As a result, sales staff can concentrate on the negotiation phase, while being supported by precise, relevant proposals designed to maximize the chances of success.

Sales automation techniques with generative AI

Sales automation withgenerative AI in sales strategies makes it possible to standardize processes while making them smarter. For example, AI tools can be used to automate the sending of follow-up emails, the management of reminders or even the management of sales agendas. Data collected during customer interactions is analyzed in real time, enabling precise actions to be triggered at the right moment, without human intervention.

Examples of the use of generative AI in sales teams

Many companies have already successfully integratedgenerative AI into business strategies. For example, some companies are using virtual assistants to automate responses to common customer queries, while others have implemented AI systems to generate sales reports and predictive analytics in real time. These examples show just how well AI can adapt to specific needs, from simplifying administrative tasks to improving strategic decision-making.

Integrating generative AI to improve sales performance

Integratinggenerative AI into sales strategies boosts the productivity of sales teams. By taking over repetitive tasks, AI enables salespeople to focus on the creative and relational aspects of their job. What's more, the data provided by AI gives them a clear vision of the opportunities to be seized, as well as the strategies to adopt to close sales more effectively. As a result, the team's overall performance is significantly improved, thanks to intelligent use of resources.

Conclusion: Why take a course on generative AI in business strategies?

Generative AI in sales strategies is a must-have technology for all companies wishing to optimize their sales processes and improve their performance. By training in this technology, you will learn how to automate your sales, personalize your customer interactions and optimize your strategies thanks to concrete data and predictive models. Whether you're a sales manager or an entrepreneur, this training course will give you the tools you need to stay competitive in a constantly evolving market.

Developing

INDIVIDUAL MOTIVATION

This training course will enable you to understand the fundamentals of motivation and how to generateself-motivation . You'll learn how to conduct motivating and effective interviews, and how to encourage individual and/or collective appreciation.

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4.5/5 (1137 reviews)

Success rate* (%)

92%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating figures: 15/05/2024

Program

Training schedule

Needs and types of motivation

Maslow's pyramid
Checklist of motivating factors and de-motivating factors

Practical activities :

Formalize the actions to be taken to act on motivational levers
Formalize actions to be taken to address demotivation factors

The Why, the meaning

Le Why
The Dojo Kun framework: rules of life

Practical activities :

Finalizing your Why
Formalize your entity's rules

The keys to motivation in action

The framework of management styles
The grid of best practices for motivating
The 3 behaviors to avoid

Practical activities :

Complete the management style canvas for your employees

Communication by personality

DISC profile analysis grid
The DISC profile grid of contributions and limits
Adapting to the DISC profiles of your contacts

Practical activities :

Complete the DISC profile analysis grid for your employees
Completing the DISC profile adaptation form for employees

Communication and dialogue tools

The tools of Managerial Dialogue - Kestio Manager©
Individual interview outline

Practical activities :

Preparing an individual performance review

After training

Questionnaire for validating prior learning

Before each session

Participants complete the corresponding e-learning.

During the session

The trainer leads with quizzes, individual or collaborative exercises, challenges and role-playing.

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

Managers of sales and customer relations teams, Business Unit Managers/Directors, Regional Managers and SME Executives.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

The results of this questionnaire will be given back to the customer at the end of the training, during a post-training follow-up meeting (debriefing).

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Become a manager coach: posture and practices

Training to acquire the "coach" posture, make objectives a steering and management tool, and conduct motivating and effective interviews.

Managing difficult customer relations situations

Training to improve the management of difficult situations in customer relations, so that these situations can be approached as a means of enhancing the company's image.

Would you like to discuss your training needs?

Sales Motivation: Keys to Boosting Your Sales Teams

Sales motivation is an essential pillar of any successful company. Whether it's boosting individual performance or strengthening team spirit, a motivated sales team is the driving force behind success. But how do you effectively motivate a sales team? What are the best sales motivation strategies? How do you maintain motivation over the long term?

Understanding Sales Team Motivation Techniques

The techniques for motivating sales teams are many and varied. They range from recognizing individual performance to creating a stimulating work environment. One effective approach is to set clear, attainable objectives, then reward team members who achieve them. Sales motivation training can also play a crucial role in providing managers with the tools they need to inspire and motivate their teams.

The Importance of Motivation at Work

Motivation at work is a key factor in a company's overall performance. Motivated employees are more productive, more committed and more likely to remain loyal to their company. To stimulate motivation at work, it's essential to understand the individual needs and motivations of each team member, as well as the external factors that can influence their commitment.

Corporate Motivation Strategies

Corporate motivation strategies can take many forms. Some companies opt for rewards and recognition programs, while others prefer an approach more focused on professional and personal development. Whatever strategy is chosen, it is important that it is aligned with the company's objectives and values, and that it is supported by clear, transparent communication.

Keeping salespeople motivated over the long term

Keeping sales staff motivated over the long term can be a major challenge. To achieve this, it's important to create a positive and stimulating work environment, where team members feel valued and supported in their efforts. It is also essential to provide opportunities for professional development, and to regularly recognize individual and collective successes.

Measuring the Impact of Motivation on Sales Performance

Measuring the impact of motivation on sales performance can be complex, but it's a crucial element in assessing the effectiveness of your motivation strategies. Indicators such as conversion rate, sales per sales rep and customer satisfaction can be used to assess the effectiveness of your motivation efforts. By analyzing this data on a regular basis, you can identify what's working well and what can be improved.

In conclusion, sales motivation is a key element of success in sales. By understanding sales team motivation techniques, implementing effective strategies and measuring the impact of your efforts, you can create a culture of excellence that will drive your company's growth and success.

Master the art of consultative selling and

SALES APPOINTMENT

Structure your sales meetings to better identify your customers' issues and increase your conversion rate!

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4.1/5 (2458 reviews)

Success rate* (%)

100%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating figures: 15/05/2024

Program

Training schedule

The evolution of the sales cycle and sales phases

Identify good (and bad) business practices
Choosing the right sales profile for each customer
Optimize your sales cycle

Practical activities :

Complete the self-assessment of your business practice
Calculate your pipeline lift

Prospecting and appointment setting

The prospecting plan
The call script

Practical activities :

Work on your call script
Carrying out a self-debrief on a prospecting session

Prepare and frame the sales meeting

Preparing the sales meeting
Framing the interview with the OPA
Launch the Elevator Pitch interview

Practical activities :

Complete the checklist of steps for preparing a sales meeting

Questioning and dialogue tools

Dialogue cards Level 1
Questioning themes
SPIN questioning structure

Practical activities :

Complete the "Dialogue tools" canvas with concrete examples
Create a register of questions by theme specific to your business

Argue and engage the customer to close the sale

Structuring your sales pitch
Dealing with customer resistance with CRAC
Closing the sale
Tout Parfait maintenance

After training

Questionnaire for validating prior learning

Before each session

Participants complete the corresponding e-learning.

During the session

The trainer leads with quizzes, individual or collaborative exercises, challenges and role-playing.

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

Sales people, Business developers, Technical sales people, Consultants, Sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

The results of this questionnaire will be given back to the customer at the end of the training, during a post-training follow-up meeting (debriefing).

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Successful sales prospecting and lead generation

In-depth training on the sales cycle, customer discovery and questioning techniques.

Develop consultancy techniques applied to B-to-B sales

Training to make progress on the topics of the sales cycle, customer discovery, questioning techniques, managing objections and closing.

Would you like to discuss your training needs?

Optimize your Sales Appointment Strategy

Making sales appointments is an essential part of any effective sales strategy. Whether by e-mail, telephone or in person, successfully securing a business appointment can make all the difference in closing a deal. But how do you formulate a convincing request for a business meeting? What are the best techniques for making a business appointment? In this article, we reveal the most effective strategies and methods for maximizing your chances of success in setting up a business meeting.

Request a business meeting

The first step to obtaining a sales appointment is to formulate a clear and concise request. In your email or phone call, be sure to briefly explain who you are, what you're offering and why the appointment would be beneficial to the recipient. Don't hesitate to personalize your message, showing that you've taken the time to find out more about the company or person you're contacting.

Sales Appointment Techniques

There are several effective techniques for making a sales appointment. The first is to establish a relationship of trust with your contact by asking open-ended questions and listening carefully to his or her needs. Next, propose a solution or service that specifically meets those needs, highlighting the benefits for your contact. Finally, set a date and time for the appointment, making sure it's convenient for your contact.

The Best Tools for Organizing Appointments

To organize your appointments efficiently, there are several tools available. Customer Relationship Management (CRM) software is particularly useful for keeping track of your contacts and scheduling appointments. You can also use online scheduling tools that allow your prospects to choose a time slot themselves, simplifying the process for both parties.

Follow up after an Unsuccessful Appointment Booking

Sometimes, a request for a sales meeting doesn't produce an immediate result. In this case, it's important not to give up and to follow up in a professional manner. You can send a follow-up email to reiterate the subject of your request and propose a new date or time slot. The key is to remain persistent, while respecting your contact's limits and preferences.

Successful Sales Appointment Setting

Here are a few additional tips for successful sales appointments:

- Be succinct and clear in your message.

- Tailor your approach to the person you're talking to.

- Emphasize the benefits for your contact.

- Follow up your prospects on a regular, professional basis.

Develop consulting techniques applied to

B TO B SALE

This training course will enable you to acquire solid skills and knowledge on the subjects of the sales cycle, customer discovery and questioning techniques,winning arguments, managing objections and closing.

DISCOVER OUR TRAINING

Objectives

Interact with the target person over the phone or on social networks, proposing a specific diagnostic or inventory approach
Generate interest in the target person to obtain an appointment in "advice" mode, based on an interview script.
Conduct a "Consultancy" sales meeting using dialogue tools and adopting the right posture

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4.1/5 (2458 reviews)

Success rate* (%)

100%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating figures: 15/05/2024

Program

Training schedule

The evolution of the sales cycle and sales phases

Identify good (and bad) business practices
Choosing the right sales profile for each customer
Optimize your sales cycle

Practical activities :

Complete the self-assessment of your business practice
Calculate your pipeline lift

Prepare and frame the sales meeting

Preparing the sales meeting
Framing the interview with the OPA
Launch the Elevator Pitch interview

Practical activities :

Complete your checklist of sales meeting preparation steps

Qualify customers and identify potential projects

Dialogue cards Level 1
Questioning themes
Structuring your sales pitch

Practical activities :

Complete the "Dialogue tools" canvas with concrete examples
Create a register of questions by theme adapted to your context

Generate customer interest and add value to your offer

Dialogue cards Level 2
SPIN questioning structure
Selling value

Practical activities :

Complete the valuation grid for your products

Engage the customer and close the sale

Dealing with customer resistance with CRAC
Closing the sale
Tout Parfait maintenance

After training

Questionnaire for validating prior learning

Before each session

Participants complete the corresponding e-learning.

During the session

The trainer leads with quizzes, individual or collaborative exercises, challenges and role-playing.

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

Sales people, business developers, technical sales people, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

The results of this questionnaire will be given back to the customer at the end of the training, during a post-training follow-up meeting (debriefing).

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Develop the agile approach to key account sales

Training to master the agile approach to key account management, using the chess analogy

Human skills at the heart of customer relations

Training to develop your empathy, agility and adaptability to improve customer relations.

Would you like to discuss your training needs?

Optimize your Sales with a Consultative Sales Approach

Consultative selling is much more than a simple sales transaction; it's a strategic approach focused on understanding each customer's unique needs and proposing customized solutions. But how do you sell in consultative sales mode? What are the keys to success in this field? In this article, we'll explore the definition of consultative selling, its importance in customer representation, techniques for implementing it effectively, and concrete examples to illustrate its application in the real world.

What is Consulting Sales?

Consultative selling goes beyond the simple sale of products or services; it involves a consultative approach in which the salesperson acts as an advisor to help the customer solve problems or achieve goals. Unlike traditional product-oriented sales, consultative selling focuses on satisfying the customer's needs by proposing tailor-made solutions.

The importance of Consultative Selling in Customer Representation

Consultative selling plays a crucial role in customer representation, helping to build strong, lasting relationships. By adopting a consultative approach, salespeople show their customers that they genuinely care about their needs, and are willing to work with them to find the best possible solutions. This helps build customer trust and long-term customer loyalty.

Techniques for Successful Consultative Selling

To succeed in consultative selling, it's essential to adopt the right techniques. Here are a few effective strategies to implement:

- Active listening: Take the time to listen carefully to your customer's needs and concerns before proposing solutions.

- Ask the right questions: Ask open-ended questions to encourage customers to share valuable information about their needs and goals.

- Personalization: Offer customized solutions that specifically address the unique needs of each customer.

- Follow-up: Make sure you follow up regularly with the customer to guarantee satisfaction and strengthen the relationship.

Conclusion

In conclusion, consultative selling is a powerful approach to building strong customer relationships and achieving positive business results. By adopting a consultative approach, actively listening to customer needs and proposing customized solutions, salespeople can maximize their impact and build long-term customer loyalty. Whether in the technology, service or retail sectors, consultative selling remains a winning strategy for any company seeking to stand out in a competitive market.

Develop the agile approach to sales with

LARGE ACCOUNTS

Usingthe analogy of a chess game, master the agile approach to key accounts.

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4.1/5 (2303 reviews)

Success rate* (%)

98%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating figures: 15/05/2024

Program

Training schedule

The aim of the commercial game and materials

Why play? The Law of Business
What is the objective of the game? Analysis of the Business Pipeline
What equipment do I need to play? Playing field and pieces

Practical activities :

Carry out a detailed analysis of the Business Pipeline
Identify the parts of the Fil Rouge case

Key data for starting the game and playing

Who, where and what to look for on the playground
Self-evaluation of game preparation
Interlocutor triangulation grid

Practical activities :

Self-assessment of terrain control
Creating a triangulation plan for the Fil Rouge case

Game phase 1: account entry and qualification

Account entry techniques
SPIN Selling and projective questioning techniques
Case qualification and interest anchoring movements

Practical activities :

Preparing a SPIN sequence
Analyze the next moves in the Fil Rouge case

Game phase 2: proposal and deal closing

The assertiveness grid
The proposal in co-construction mode
Final moves in the event of difficulties

Practical activities :

Prepare for future meetings with prospects/customers, particularly on the Fil Rouge case

Account review and business investigation

Scoring opportunities. GO/NO GO sheet
Account investigation agenda
Quizzes to validate prior learning

After training

Questionnaire for validating prior learning

Before each session

Participants complete the corresponding e-learning.

During the session

The trainer leads with quizzes, individual or collaborative exercises, challenges and role-playing.

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

Sales Directors, Key Account Specialists, Sales Engineers, Key Account Managers, Sales Executives, Consultants.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

The results of this questionnaire will be given back to the customer at the end of the training, during a post-training follow-up meeting (debriefing).

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Implementing an Inbound Marketing strategy

Training to define your buyer personas, create quality content, set up landing pages and build nurturing scenarios.

Master sales negotiation techniques

Training to acquire solid skills and knowledge to prepare for negotiation, manage the balance of power and create value.

Would you like to discuss your training needs?

Key Account Sales Strategies: Techniques and Tips for Success

Key account sales represent a major challenge for many companies. Unlike traditional sales, it involves complex processes, long cycles and an approach tailored to the specific needs of large companies. But how do you successfully sell to key accounts? What are the effective techniques for making long-cycle sales to multiple contacts within these organizations? In this article, we explore these questions and provide concrete examples to help you develop your key account sales skills.

Understanding Key Account Sales

Key account sales involve marketing products or services to large companies or organizations, often referred to as key accounts. These companies have specific needs, complex purchasing processes and high expectations in terms of quality, service and added value. Selling to key accounts therefore requires a strategic approach and an in-depth understanding of each customer's needs and motivations.

How do I sell to key accounts?

To sell to key accounts, it's essential to develop a sales strategy tailored to their needs and expectations. Start by carrying out an in-depth analysis of the target company, identifying its objectives, challenges and priorities. Next, develop a clear and differentiated value proposition, highlighting the specific benefits of your products or services for this company. Finally, build strong relationships with key decision-makers and use effective persuasion techniques to close the sale.

Long Cycle Sales

Key account sales are often characterized by long, complex sales cycles. To succeed in this environment, it's important to maintain regular communication with potential customers, keeping them informed of progress and responding promptly to any questions or concerns they may have. Adopt a proactive and patient approach, staying focused on long-term objectives and working closely with customers to overcome obstacles and reach mutually beneficial agreements.

Techniques for reaching key accounts

When dealing with key accounts, it's essential to develop strong relationships with several contacts within the organization. Identify the key decision-makers, but don't neglect other stakeholders who can influence the purchasing process. Adopt a collaborative and consultative approach, working closely with the various parties to understand their needs and concerns, and proposing solutions tailored to their specific needs.

Conclusion

In conclusion, key account sales is a stimulating but rewarding challenge for sales professionals. By developing an appropriate sales strategy, adopting a proactive and patient approach, and building strong relationships with potential customers, it is possible to succeed in this competitive field. Whether selling products, services or complex solutions, mastering key account sales techniques is a valuable asset for any company looking to expand its market and grow its business.

Master the techniques of

COMMERCIAL NEGOTIATION

This training course will enable you to acquire solid skills and knowledge to prepare for negotiations, master sales negotiation techniques, manage power relations and create value.

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4.2/5 (2215 reviews)

Success rate* (%)

99%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating figures: 15/05/2024

Program

Training schedule

The rules of the negotiation game

Le GO / NO GO Négo
Negotiation framework
The rules of the game

Practical activities :

Completing the negotiation framework for a sale in progress
Carry out a self-assessment on the rules of the Negotiation game

Preparing for a negotiation

The balance of power assessment tool
The preparation triptych
ZAPO evaluation grid by item

Practical activities :

Debriefing of an intervention by a former Raid negotiator
Completing the ZAPO evaluation grid

Verbal and non-verbal management and cognitive biases

Self-assessment of your cognitive bias practices
Active listening self-assessment
Assertiveness self-assessment

The levers of value creation

The framework for promoting your offer
Self-assessment of buyer tip processing
List of concessions/counterparties

Practical activities :

List the potential quid pro quos you can obtain in your negotiations
Completing the self-assessment of buyer tip processing

Personality management

DISC profile analysis grid
Adapting to the DISC profiles of your contacts
The final quiz!

Practical activities :

Define "Do's" and "Don'ts" in communication with each DISC dominant

After training

Questionnaire for validating prior learning

Before each session

Participants complete the corresponding e-learning.

During the session

The trainer leads with quizzes, individual or collaborative exercises, challenges and role-playing.

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

Sales people, Business developers, Technical sales people, Consultants, Sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

The results of this questionnaire will be given back to the customer at the end of the training, during a post-training follow-up meeting (debriefing).

NUMEROUS TRAINING COURSES AVAILABLE

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Successful sales prospecting and lead generation

In-depth training on the sales cycle, customer discovery and questioning techniques.

Develop consultancy techniques applied to B-to-B sales

Training to make progress on the topics of the sales cycle, customer discovery, questioning techniques, managing objections and closing.

Would you like to discuss your training needs?

Commercial Negotiation Strategies: Tips and Tricks for Success

Commercial negotiation is an essential aspect of any successful transaction. Whether you're a novice or a seasoned professional, mastering negotiation techniques can mean the difference between success and failure in the business world. But how do you negotiate effectively? How best to prepare, and what are the secrets to success? In this article, we explore these questions and provide concrete examples to help you develop your commercial negotiation skills.

Understanding Commercial Negotiation

Commercial negotiation is a dynamic process in which the parties involved attempt to reach a mutually beneficial agreement. It requires a thorough understanding of each party's needs and objectives, as well as skills in communication, persuasion and problem-solving.

How to conduct a sales negotiation?

To succeed in a sales negotiation, it's crucial to be well prepared. Start by analyzing your position and that of your negotiating partner. Identify your objectives and the points on which you are ready to yield. Prepare to anticipate objections and formulate persuasive responses. Finally, keep in mind the importance of flexibility and the search for win-win solutions.

How to prepare for a sales negotiation?

Preparation is the key to successful sales negotiation. Start by researching your contact, his or her company and potential needs. Identify points of agreement and possible areas of compromise. Also prepare your sales pitch and anticipate possible counter-arguments. The better prepared you are, the more confident you'll be and the more likely you'll be to negotiate successfully.

Successful Sales Negotiations: The Secrets

To succeed in a sales negotiation, it's essential to keep a few key principles in mind. First and foremost, listen actively and show empathy towards the other party. Try to understand their needs and find solutions that meet their expectations. Be patient and persistent, and never underestimate the importance of preparation and flexibility.

What is Commercial Negotiation?

Commercial negotiation is a complex process involving several stages, from initial preparation to the conclusion of an agreement. It can take many forms, from negotiating a contract to resolving conflicts between business partners. Whatever the situation, the key to success lies in the ability to understand each other's needs and find mutually beneficial solutions.

Sales negotiation example

Let's imagine a commercial negotiation between a supplier and a customer. The supplier proposes an initial price for its products, but the customer expresses concerns about the cost. The supplier listens carefully to the customer's concerns and proposes alternative solutions, such as bulk order discounts or flexible payment terms. In the end, both parties reach an agreement that satisfies their respective needs.

Conclusion

In conclusion, commercial negotiation is an art that can be learned and perfected over time. Whether it's closing a sale, negotiating a contract or resolving a dispute, mastering negotiation techniques is a valuable asset in the business world.

Organize your

BUSINESS ACTIVITY

This training course will enable you to organize your prospecting work by determining the relevant segmentation criteria and the methods for automating your activity.

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4/5 (1141avis)

Success rate* (%)

88%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating figures: 15/05/2024

Program

Training schedule

Sales action plan and highlights

Business Flow
Customer targeting
Prospect targeting

Practical activities :

Review and formalize Business Flow
Build a customer targeting and segmentation file
Define targeting criteria for prospects

Pipeline feedback and effort calculator

The pipeline lift calculator
Calculating effort allocation
The GO/NO GO grid

Practical activities :

Detailed analysis of Sales Pipeline feedback
Recalculate prospecting activities in relation to signature targets and pipeline

Weekly organization

Activity blocks
The weekly planner
A few keys to optimum efficiency

Practical activities :

Finalize business analysis
List all the ideas for improving your organization according to the 8 laws of time reporting

Business automation

Everyday micro-tasks
Facilitating tools: dirty enablers
CRM and automation possibilities

Practical activities :

Refine optimizations for micro-tasks and implement defined actions
Start implementing the optimizations defined for your CRM

Review of actions and management tools

Productivity enhancement methods
Managing sales actions
Summary of changes in your organization

After training

Questionnaire for validating prior learning

Before each session

Participants receive resources (readings and videos) on the topic discussed

During the session

The trainer leads with quizzes, individual or collaborative exercises, challenges and role-playing.

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

Sales people, business developers, technical sales people, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

The results of this questionnaire will be given back to the customer at the end of the training, during a post-training follow-up meeting (debriefing).

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Successful sales prospecting and lead generation

Training to discover proven telephone prospecting methods to increase the number of leads you generate.

Developing the agile approach with key accounts

Training to master the agile approach to key account management, using the analogy of chess.

Would you like to discuss your training needs?

Time management in sales: Maximize your salespeople's productivity and performance

Effective time management is crucial for salespeople seeking to maximize their productivity and performance. In an environment where every minute counts, knowing how to organize your schedule, optimize your sales time and stay productive are essential skills. Here are a few tips on how to manage your sales time effectively.

Effective time management in sales: planning sales activities

Sales activity planning is the first step to effective sales time management. Take the time to define your sales objectives and draw up a detailed action plan to achieve them. Identify priority tasks and set realistic deadlines for completing them. By structuring your working day, you can maximize efficiency and avoid wasting time.

Use of time management techniques

Time optimization in sales also involves the use of proven time management techniques. Adopt methods such as the Pomodoro technique, the GTD (Getting Things Done) method or the Eisenhower matrix to better organize your schedule and prioritize your tasks. Also use time management tools such as calendar apps and task tracking software to stay organized and focused.

Prioritize tasks efficiently

Productivity in sales also depends on your ability to prioritize tasks effectively. Learn to distinguish between urgent and important tasks, and focus on those that have the greatest impact on your sales results. Devote time to the activities that generate the most value for your company, and delegate or eliminate tasks that don't contribute to your objectives.

Planning the working day

Planning your working day is essential to maximizing your business results. Start each day by defining your objectives and planning the tasks you need to accomplish. Organize your schedule into blocks of time dedicated to specific activities, such as prospecting, customer appointments or sales follow-up. By sticking to a well-defined work plan, you can avoid distractions and stay focused on your objectives.

Proactive approach: balancing urgent and important tasks

To effectively balance urgent and important tasks in your schedule, take a proactive approach. Anticipate your customers' needs and plan your schedule accordingly. Set aside time to respond to urgent requests, while also devoting time to activities that contribute to your long-term goals. By effectively managing urgent and important tasks, you can avoid stress and maximize your business performance.

Automation of repetitive tasks

To save time and boost your sales performance, use strategies such as automating repetitive tasks, delegating non-essential tasks and optimizing your sales processes. Also use technological tools such as CRM (Customer Relationship Management) software to track your customer interactions and identify sales opportunities.

By following these tips and using the right sales time management techniques, you can optimize your sales activity and successfully achieve your sales targets.

Augmentez la performance de vos équipes commerciales

grâce à l'IA Générative

Vos équipes commerciales doivent aller plus vite, plus loin, avec moins de ressources. Et si l’IA était la solution ?

Une aproche pragmatique, orientée résultats

Format

Description

Pour qui ?

CE QUE VOUS ALLEZ MAÎTRISER

Une aproche pragmatique, orientée résultats

ILS L’ONT FAIT, ILS EN PARLENT

Ils ont transformé leur quotidien grâce à notre méthode

Nos contenus sur le sujet IA

Discover also

Envie d’en savoir plus ? Discutons de vos enjeux spécifiques

L’IA pour les commerciaux : un levier stratégique pour les PME et ETI

Integrating generative AI into your

BUSINESS DAILY

DISCOVER OUR TRAINING

Objectives

Intra

Contents

Program

Before each session

During the session

After each session

TRAINING METHODS

Public

Prerequisites

Evaluation

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Would you like to discuss your training needs?

Integrating generative AI into business strategies: a revolution for companies

How can generative AI be used to automate business processes?

Generative AI tools to improve sales prospecting

Optimizing sales strategies with generative AI

Personalizing the customer experience with artificial intelligence

Predicting sales trends with generative AI models

The benefits of generative AI in customer relations and sales

How generative AI boosts sales proposal creation

Sales automation techniques with generative AI

Examples of the use of generative AI in sales teams

Integrating generative AI to improve sales performance

Conclusion: Why take a course on generative AI in business strategies?

Developing

INDIVIDUAL MOTIVATION

DISCOVER OUR TRAINING

Objectives

Intra

Contents

Program

Before each session

During the session

After each session

TRAINING METHODS

Public

Prerequisites

Evaluation

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Would you like to discuss your training needs?

Sales Motivation: Keys to Boosting Your Sales Teams

Understanding Sales Team Motivation Techniques

The Importance of Motivation at Work

Corporate Motivation Strategies

Keeping salespeople motivated over the long term

Measuring the Impact of Motivation on Sales Performance

Master the art of consultative selling and

SALES APPOINTMENT

DISCOVER OUR TRAINING

Objectives

Intra

Contents

Program

Before each session

During the session

After each session

TRAINING METHODS

Public

Prerequisites