Developing the agile approach in sales with

KEY ACCOUNTS

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

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Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

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Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.1/5 (2303 reviews)

Success rate*

98%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

The goal of the sales game and the materials

Why play? The Law of Business
What is the objective of the game? Business Pipeline Analysis
What equipment is needed to play? The playing field and the pieces

Practical activities:

Conduct and detail the Sales Pipeline analysis.
Identify the pieces of the common thread case.

The key data to start the game and play

Who, where, and what to look for on the playing field
Self-assessment of preparation for the game
Stakeholder triangulation matrix

Practical activities:

Perform a self-assessment of your field proficiency.
Develop a triangulation plan based on the Common Thread case study.

Game phase 1: Account entry and qualification

Techniques for getting into the account
SPIN Selling and projective questioning techniques
The stages of qualifying the deal and establishing interest

Practical activities:

Prepare a SPIN sequence
Analyze the next steps on the Red Thread case

Game phase 2: Proposal and deal closing

The assertiveness matrix
The co-built proposal
Ultimate actions in case of difficulties

Practical activities:

Prepare for upcoming meetings with prospects/clients, particularly regarding the Common Thread case

Account review and deal investigation

Scoring opportunities: GO/NO GO sheet
Account investigation agenda
Knowledge validation quiz

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

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

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales Directors, Key Account Sales Representatives, 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 positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

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

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Key Account Sales Strategies: Techniques and Tips for Success

Selling to major accounts presents a significant 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 major accounts? What are the effective techniques for making a sale in a long cycle and addressing multiple stakeholders within these organizations? In this article, we will explore these questions and provide concrete examples to help you develop your key account sales skills.

Understand Key Account Selling

Selling to major accounts involves marketing products or services to large companies or organizations, often called key accounts. These companies have specific needs, complex purchasing processes, and high demands in terms of quality, service, and added value. Therefore, selling to major accounts requires a strategic approach and a thorough understanding of each client's needs and motivations.

How to Sell to Major Accounts?

To sell to major accounts, it's essential to develop a sales strategy tailored to their needs and expectations. Start by conducting a thorough 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 that company. Finally, establish strong relationships with key decision-makers and use effective persuasion techniques to close the sale.

Execute a Long Cycle Sale.

Selling to major accounts is often characterized by long and complex sales cycles. To succeed in this context, it is important to maintain regular communication with potential clients, keeping them informed of the progress made and responding quickly to their questions or concerns. Adopt a proactive and patient approach, staying focused on long-term goals and working closely with clients to overcome obstacles and reach mutually beneficial agreements.

Techniques for Engaging with Key Accounts

When dealing with major accounts, it is essential to develop strong relationships with multiple contacts within the organization. Identify the key decision-makers, but do not neglect other stakeholders who may influence the purchasing process. Adopt a collaborative and consultative approach, working closely with the various parties to understand their needs and concerns, and offering them solutions tailored to their specific requirements.

Conclusion

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