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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A Semi-Government organisation
Our team worked closely with Barrett's at a time when the market place in which we operate had become increasingly competitive, and as a result our sales team could no longer rely on our strong brand and passive referrals for new business. Leading up to the program our entire sales team completed an assessment to gauge sales prospecting fitness, with the team provided with individualised reports during the program to illustrate suggested strengths and potential weaknesses highlighting areas for development. This included a discussion on mindset around the sales process.Our three day course was introduced to our Regional General Managers on the first day with some specialised coaching training so that we could follow up one-on-one with the sales team once the program was completed. To enable this we were armed with practical tools provided by Barrett's to assist this coaching process, to ensure we could respond to the needs of each member of our sales team. The program itself illustrated the changes that had taken place in the sales process over time, and provided information and action plans as to developing an increasingly successful sales environment within our organisation. We looked at the overall prospecting process including goal setting, lead generation and review.Prior to our work with Barrett's the sales team had accepted a huge challenge to talk to 1000 new prospects over a short timeframe, and initially we heard any number of barriers and excuses as to why this would not be possible, however with the practical lessons gained from Sue, our 25-strong sales team put into practice the learnings from the course, and with the confidence gained we successfully hit the target, with time to spare. Working with a limited timeframe the sales team were able to focus their energy on the prospecting process, and successfully generated a pipeline of enquiries to follow up over the following period.This great result has provided a great deal of motivation for the sales team, and we are confidently looking forward to a productive prospecting future. Thanks Sue and the team at Barrett's for your support.
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