Strategic Selling - Major Account Sales

Strategic Selling is only available as an in-house solution designed to meet your needs

Next Steps

Contact us today to discuss your needs

Call 0845 600 1556

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Major account sales or strategic selling is about retaining and developing high value, strategic accounts.

Our programmes on strategic selling are designed around the specific needs of your business. This helps your company develop an approach to significantly increase the probability of retaining existing business and winning new business. It is an approach that is 100% based on creating a proposition that the customer will want to buy and typically covers:

• Business Environment – creating solutions that will demonstrate an understanding of the customer’s business environment: the practical needs; competitive environment; culture and market
• Stakeholder Management – identifying and building relationships with all stakeholders in the customer’s decision making process – from the boardroom to shop floor. This includes understanding the roles, views and needs of each stakeholder and making sure they are accommodated in the business proposition
• Customer Satisfaction & Quality – determining the customer’s perceptions of satisfaction and quality – then putting procedures in place that foster ‘total loyalty’ from the customer
• Sales Cycle Management - managing long, high-value sales cycles professionally to ensure a positive outcome with existing customers and prospects
• Selling at Board Level – making business presentations at board level that meet the decision factors and buying motives of senior executives
• Alignment – understanding the people who will be involved in the relationship on the customer’s side. Then creating an ‘internal team’ to ensure clear levels of communication, principles of behaviour and clear communication at every level
• Strategic Account Planning – creating strategic account plans through which strategic business goals are agreed with the customer and plans put in place to achieve them
• Business Simulation - additionally we support our programmes on strategic selling with a computer based business simulation, which allows delegates to test their skills in account scenarios where they are challenged to:
  • Retain existing business
  • Develop an existing business
  • Win new business

Participants completing a Strategic Selling programme will gain the skills to develop existing, and win new, business from high value, complex relationships through:

• Building relationships with key stakeholders at all levels in the customer
• Professionally identifying and managing sales cycles
• Aligning people on both sides of the relationship to communicate at all levels and execute account strategy

Next Steps

Contact us today to discuss your needs:

Call 0845 600 1556

Email us