Account Strategy

Account Strategy is a highly interactive program that focuses on the skills required to think and act strategically when selling and managing accounts in a complex market.  The program is experiential and designed to minimize lecture and maximize practice and discussion time. 

In a complex market the winning strategy is almost always customer specific.  There are no generic customers; hence, when it comes to improving business results there are no generic winning strategies.

This notion is extremely important when it comes to helping people develop winning account strategies.  It means teaching sales people a set of strategies and when to use which one is not a path forward for winning the business in major accounts.  In a complex market winning the business is not achieved by teaching people strategies – it’s about helping people to formulate strategies.  Two very different things – and from a training perspective the latter task is unfortunately much harder to achieve.

In Account Strategy participants start to address this challenge immediately. They explore the notion of selling value from a strategic perspective.  Then they examine the importance of networking – knowing who’s who and how to get the right message, to the right person, at the right time. Plus they explore the idea of leveraging resources, for example, how do you plan to effectively use your entire sales team? 

As the day progresses participants explore other strategic best practices and try out a set of strategic planning tools. Last, they examine what it takes to gain access to senior executives and approaches for selling against the competition.