• Conduct an audit on the Account, their industry, and how appropriate your objectives fit
• Review past history, current status and future profitable revenue opportunities
• Discover a practical tool to evaluate Decision Makers and Decision Influencers in the Account and apply it
• Conduct a Competitive SWOT Analysis of the Account and extract critical issues that will impact profitable revenue
• Build a practical tool that objectively measures the nature of the relationship and apply it
• Build a functional tool to guide opportunities home
• Discover a simple model that helps strategise each sales meeting
• Convert your vision for the account into a "do-able" Action Timeline

Participants will quickly discover this is a hands-on workshop and some pre-course preparation is required. From the first moments the emphasis is on the actual Account participants bring to the room as they're guided through the practical structured process.

As a consequence of attending this workshop participants will gain clarity on what to say and do with 2 major Accounts in their business, and an action plan for each Account. They will understand a structure to help them define and implement growth in mission critical customers.

Sales Managers; Senior Account Managers; Internals Sales Supervisors; Product Managers; Service Managers, or anyone involved with critically important Accounts

2 or 3 days depending on the number and extent of tool building

Activity Based Selling

Influencing Skills

Overcoming Objections

Presentation Skill Training

Effective Communication Skills