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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Wayne Besant, former Head Small to Medium Business (NZ)
Barrett has provided sales training and coaching around the Earning What You Are Worth program to some 85 frontline Managers with Small to Medium Business (SMB) in New Zealand.  The program has assisted our business develop a sales call program which has effectively lifted our business performnce around new customer growth.  Sue's style and personal commitment to our business has made a very positive impact on our business and greatly enhanced the skills of our Relationship management team. The program has effectively been around change management.  A direct focus on call reluctance, call programs, prospecting, seeking referrals are all necessary components for any business that has a sales culture.  Sue has directly influenced this development within SMB.  I would recommend Earning What You Are Worth to any business wanting to develop a sustainable sales culture within their salesforce
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