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.

Integrating the consulting approach into the sales process

While selling an already pre-configured product or service assumes the sales skills of argumentation, handling objections and conclusion, it is necessary to acquire new skills when it comes to proposing offers tailored to specific customer issues and problems.

This training course will enable you to master the techniques used in consulting and apply them to sales.

DISCOVER OUR TRAINING

Objectives

Prepare the sales approach for personalized offers, based on the customer's profile, objectives, issues and problems, and any disability situation to be taken into account, integrating the various phases of the consulting approach to be carried out.
Transform raw data supplied by the customer and supplemented by data from field surveys, using structuring aids to bring out the essential information on the customer's issues and problems.
Facilitate direct exchanges with customers, using dialogue tools to question them about their wishes for change in relation to their initial situation, in order to obtain the information needed for a personalized configuration of the offer.
Help the customer to co-construct a personalized proposal, taking into account the information collected, sorted and prioritized, so that it forms part of a realistic and achievable offer for both parties, and thus facilitate the decision-making process.
Incorporate a structured, planned process for implementing the validated sales proposal into customer relations, in order to guarantee customer satisfaction, foster customer loyalty and trigger additional sales.

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 for 2024

Program

Training schedule

The phases of the consulting approach and posture

Understanding the challenges of the consulting posture
Integrate the key phases and milestones of the Consulting approach
Preparing the customer meeting
Gather key data to establish a pre-assessment and highlight issues to the customer

Diagnosis and listening in the field

Set up situation assessments, diagnostic components or organize field listening sessions
Gathering data and evidence
Valuing differences
Validating interest in change

Dialogue tools and validation of interest

Use projective questioning, reformulation and progressive validation
Get people to verbalize their perceptions of the current situation based on the quantitative and qualitative data collected.
Involving and engaging the customer sponsor
Validate development challenges and wishes

Co-constructing the proposal and conducting workshop meetings

Develop the structure of the proposal based on customer issues and our convictions
Prepare and lead workshops to co-construct and validate the hypotheses adopted for the customized solution
Draw up a costing and budget with the customer
Involve the customer and the internal sponsor and facilitate. collective decision-making on the customer's side

Dealing with unexpressed obstacles and projecting future uses

Identify and address potential obstacles
Planning future uses and their implementation
Organize the transition and future stages of customer use
Position follow-up and ensure customer loyalty
Define interaction modes to maintain the commercial relationship beyond the sales phase
Identify new challenges and propose complementary services or products

After training

Questionnaire for validating prior learning
Professional role-play to validate the integration of the Consulting approach into the sales process

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 representatives, technical sales representatives, business developers, customer relationship managers

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

Prerequisites

At least one year's commercial experience in sales or customer relations for standard products and services.

Have a project to develop in the sale of customized offers.

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

Evaluation

Professional role-play on the integration of an advisory approach into the sales process, with oral presentation to the assessment panel.

Candidates are asked to prepare a slide show for oral presentation.

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Successful sales prospecting and lead generation

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

Mastering consultative selling and making appointments

Training to help you better structure your sales meetings and identify your customers' issues to increase your conversion rate.

Would you like to discuss your training needs?

B2B Sales Training: Boost Your Sales Performance

B2B (business-to-business) sales is a demanding field, where mastery of prospecting, customer relationship management and negotiation techniques are essential to success. In a fiercely competitive environment, it's crucial to equip yourself with the skills you need to stand out from the crowd and close sales. Our B2B sales training is designed to help you improve your sales performance, by addressing the key challenges facing professionals in this sector.

How to improve B2B sales prospecting?

B2B sales prospecting is one of the most critical aspects of any business looking to increase sales. Unlike B2C sales, where sales cycles are often short, B2B sales involve longer cycles and complex decision-making processes. To improve your prospecting, it's essential to adopt a structured, methodical approach. This starts with clearly defining your target market through effective market segmentation. Identifying the companies most in need of your products or services is the first step in maximizing your prospecting efforts.

Ensuite, il est important de développer une stratégie marketing B2B adaptée. Utiliser des outils de lead generation, comme les campagnes d’emailing, les réseaux sociaux professionnels (LinkedIn, par exemple), et les webinaires peut considérablement augmenter le nombre de prospects qualifiés. Mais générer des leads n’est que la première étape ; il faut ensuite les convertir en opportunités de vente.

Optimize the B2B sales cycle for rapid results

One of the major challenges in B2B sales is the length of the sales cycle. Optimizing this cycle is crucial to turning prospects into customers more quickly. To do this, it's essential to first understand the different stages of the B2B sales cycle: prospecting, lead qualification, presentation, negotiation and closing.

Our training course teaches you how to analyze each stage of the sales cycle to identify bottlenecks and overcome them. For example, if you find that the negotiation phase is taking too long, it may be worth reviewing your pricing strategy or training your teams in B2B sales negotiation. What's more, integrating an effective CRM into your B2B sales strategy can help you track and optimize every stage of the cycle, providing valuable information on prospect behavior and your teams' performance.

Integrating an effective CRM into a B2B sales strategy

A CRM (Customer Relationship Management) is an indispensable tool for any successful B2B sales strategy. It allows you to centralize all information relating to your prospects and customers, making it easier to manage commercial relationships. With a well-integrated CRM, you can track every interaction with a prospect, analyze the data to better understand their needs, and personalize your offers accordingly.

In addition to facilitating customer relationship management, a CRM can also optimize B2B sales prospecting. By automating certain tasks, such as lead follow-up and emailing, a CRM saves you time, allowing you to concentrate on the more strategic aspects of sales. Our training course guides you step-by-step through the integration of an effective CRM, showing you how to leverage this tool to improve your B2B marketing strategy and sales results.

How to succeed in B2B sales negotiations?

Commercial negotiation is a key skill in B2B sales. It requires rigorous preparation, a good understanding of the customer's needs, and the ability to find common ground that is beneficial to both parties. Unlike B2C sales, where buying decisions are often impulsive, B2B sales involve considered decisions made by several stakeholders. This means you need to be ready to respond to a variety of objections, and to adapt your proposal based on customer feedback.

Our B2B sales training teaches you the most effective negotiation techniques, with an emphasis on active listening, formulating convincing arguments, and managing objections. You'll also learn how to use data from your CRM to better understand your prospects' expectations and adjust your approach accordingly.

Market segmentation for targeted B2B sales

Market segmentation is another crucial aspect of B2B sales. To maximize your chances of success, it's important to segment your market according to relevant criteria, such as company size, sector of activity, or specific needs. Good segmentation enables you to target your prospecting efforts more effectively, and tailor your approach to the characteristics of each segment.

For example, if you sell management software to SMEs, you won't have the same approach as if you were targeting large multinational companies. The B2B marketing strategy you develop must be adapted to each segment to maximize the impact of your sales actions. In our training course, you'll learn how to carry out accurate market segmentation, identify the most promising segments, and develop messages tailored to each audience.

Conclusion

B2B sales is a complex field requiring in-depth mastery of a wide range of skills, from sales prospecting and negotiation to CRM-based customer relationship management. Our training is designed to provide you with the tools and techniques you need to excel in this field. Whether you're looking to optimize your B2B sales cycle, improve your prospecting or succeed in your negotiations, this training will provide you with the answers and strategies you need to boost your performance and achieve your business objectives.

Join us for this B2B sales training course and transform the way you sell, aligning your actions with industry best practices and leveraging modern tools to maximize your effectiveness. Don't let any more opportunities slip through your fingers, and become a key player in your company's commercial development.

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

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?

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.

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?

Integrating the consulting approach into the sales process

DISCOVER OUR TRAINING

Objectives

Intra

Contents

New for 2024

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?

How to improve B2B sales prospecting?

Optimize the B2B sales cycle for rapid results

Integrating an effective CRM into a B2B sales strategy

How to succeed in B2B sales negotiations?

Market segmentation for targeted B2B sales

Conclusion

Develop consulting techniques applied to

B TO B SALE

DISCOVER OUR TRAINING

Objectives

Intra

Contents

Program

Before each session

During the session

After each session

TRAINING METHODS

Public

Prerequisites