THE STRATEGIC SALES MANAGER ©

STRATEGIC SELLING WITH KEY ACCOUNTS

The role STRATEGIC SALES MANAGER © focuses primarily on strategic SELLING SKILLS within the context of Key Account Management. The skill set exceeds the regular customer management repertoire in order to leverage, secure and systematically expand existing business potentials with key accounts of high strategic significance.

The approach is based on various planning and analysis tools to create customer profiles and define business development plans based on the principles of “Value Co-Creation”.

COURSE CONTENT - Key Account Selling

Salespersons learn and train how to ...

  • conduct a structured KEY ACCOUNT ANALYSIS to visualize your sales position and clarify the competitive coverage,
  • perform a WHITE SPACE ANALYSIS to uncover potential opportunities to expand future business
  • create a comprehensive MULITLEVEL SALES MESH to drive buying committees successfully to final agreements,
  • prepare a BUSINESS PLAN (RPP) to protect existing sales,
  • create an OPPORTUNITY MANAGEMENT PLAN to successfully close current sales opportunities,
  • design a PARTNER DEVELOPMENT STRATEGY to generate future business and build strategic alliances,
  • use specific PLANNING AND ANALYSIS TOOLS for the implementation of the strategy,
  • apply dedicated DISC Conversation Models© for the day-to-day business based on the Sales Cockpit,
  • perform a STRATEGY CONVERSATION at top management level,
  • introduce ANNUAL MEETINGS to increase customer retention and to trigger new business,
  • use MODERATION and WHITEBOARD TECHNIQUES to control meetings and lead conversations,
  • manage their TEAMS with ACTION PLANS and strategically implement NETWORKS OF EXPERTS

In order to enable “Strategic Selling” in Key Account Management, the DIALOGUE FRAMEWORK offers a set of conversation and sales tools which enable Sales Managers to accurately apply the various Sales Conversation Models and to accomplish the organizational foundations and conceptual plannings required for this purpose. The framework and sales tools are based on the principles of VALUE SELLING and follow the concept of the Challenger Sale completed with the newly designed Buyer 4.0 sales concepts:

Dialogue Framework Components

  • the Key Account Analysis
  • the White Space Analysis
  • the Multilevel Sales Mesh
  • the Revenue Protection Plan
  • the Opportunity Management Plan 
  • the Partner Development Plan
  • the DISC Conversation Models©
  • the Strategy Conversation Model
  • the Annual Meeting Plan
  • the Moderation and Whiteboard Techniques
  • the Business Development Plan
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