Helping people and businesses sell better
 

Why is it important?
The dramatic changes in the market, driven by 5 key influencing factors – maturing markets, increased cost of sale, stronger customer buying power, pressure on margins and an increase in competition (global, regional and local) – has resulted in organisations having to rethink the way they capture, retain and manage their larger customers.

Key accounts management is the process used to identify, ring-fence and service these customers ensuring that buyer receive optimal value whilst the sales organisation secures its profit margins.

Who is it for?
Competitive Selling Strategies – Barrett's powerful key accounts management program has been specifically designed for the more experienced executive who is charged with developing and managing key and strategic accounts in the organisation's portfolio.

Program overview
Using real accounts in the organisation's portfolio, this 2 + 1 day workshop is practical and takes account managers through the process of learning to identify those customers who are prepared to partner with the company.

Learning to apply a range of offensive and defensive sales strategies, account managers develop the skills and techniques needed to understand different decision-making processes and the people involved in them, and then to define true Customer-Driven Value so that the key account becomes a willing, rather than a hostile partner in the buy – sell process.

Benefits and actionable outcomes
Competitive Selling Strategies will provide account managers with the skills, techniques, and tools to define key accounts, assess the viability of opportunities and determine the strategies needed to ensure that a) accounts are locked in and that opportunities are won at maximum value to both buyer and seller.

Included in the program is Barrett's unique electronic key account plan – a tool that helps account managers identifying their position in a key account or with a specific opportunity and the optional strategies available to the account manager based on the position held. 

key-account-management

Competitive Selling Strategies works because...

  • Based on sound business and sales strategy theory underpinned by doctoral thesis and validated by 100's of businesses and 1,000's of sales people around the world, it is practical program and provides real hands-on experience for participants
  • No other program on the subject teaches how to develop and deploy sales strategy
  • It is fully customised around the unique key accounts environment, goals and objectives of our clients
  • It is fully comprehensive taking account managers though the entire process from identifying to ring-fencing key accounts

 

 

 

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Amanda Gome, CEO Private Media smartcompany.com.au and crikey.com.au
I first approached Sue Barrett to write for SmartCompany when it launched three years ago. I approached her for several reasons. Firstly she had a unique approach to selling. She looked beyond the quick sell to explain to people how to build sustainable and profitable relationships. Secondly she was a great presenter. Many sales people on the circuit turn people off with a very pushy, gimmicky approach and Sue presents as highly intelligent, caring, ethical and extremely positive.Thirdly I knew she got results because I knew clients who had used her including my own sister!  I would always say when starting a writer that we don't know how many columns they have in them: whether one, six or they can last the distance. From our experience a new writer can write one column and find it was very hard work so they don't continue. Then others have nothing else to say after the sixth column and start to repeat themselves. But Sue, week after week, serves up terrific, intelligent copy that is thoughtful, insightful and extremely helpful for our readers. She is also very professional and adheres to deadlines.She is been part of the reason SmartCompany is so successful.
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