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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Val Dani, Group General Manager Dome Garden Supplies
We began working with Barrett midyear 2009.  Our Sales Team was in need of a makeover as our business had grown from Small Business to SME in a very short time. We desperately needed skilled, organized and proactive sales reps to sustain the growth and maintain our position in the market place.  For a period of 6 months, Sue Barett became our surrogate Sales Manager and held regular weekly sales meetings which involved coaching, mentoring and up-skilling the sales team to plan ahead and give them the confidence to get out on road where previously they were more in-house order takers rather than field reps.  The experience was both challenging and rewarding for the sales team and the process revealed the businesses' strengths and weaknesses which lead to the restructure of the entire business.  Barrett's approach is honest and encouraging and it's about seeking out real solutions.  There are no false promises or gimmicks on how to be the best but its rather a journey of self discovery supported with common sense sales strategies and plans that work and can be adapted by any sales rep and business.  One of the first things that Barrett warned us about was that not all sales reps will last the journey.  The process exposed some sales reps that didn't have what it takes and in time they exited the business which made way for more talented sales people.  Choosing Barrett was the one of the smartest business decisions we've made.  We still work closely with Barrett utilizing their services and tools such as the Psychometric Sales and Leadership testing which I highly recommend to recruit and retain the right people.  Sue is a rare and amazing coach, facilitator, mentor and business woman who inspires and challenges everyone she meets to be better sales reps, managers and people.
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