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Training Programmes > Develop Your Skills > Leading Business >

B2B Key Account Management: Value Added Solution Selling

Move from transactional selling to key account management. Get the key skills you need to implement value added solution selling.

The Key Issues

Do you work in a B2B industry? Are you responsible for key accounts? This programme gives you the skills you need to move from transactional sales to value added solution selling in your company.

The programme is practical and hands on and will take you step by step through the process you need to implement solution selling.

Solution
selling

Key account management

Networking
skills

Key Competences

Relationship mapping

Understanding value

Account
planning

The Right Programme for You

You are a key account manager, sales manager, sales director or business unit manager. You want to develop your skills in value added solution selling to ensure your key accounts are profitable.

Highlights

Real life practice: bring the details of one of your key accounts that you will work on during the programme.

Create and update your own relationship map for your key accounts.

Learn how to move from transactional to value added solution selling.

Learn, Practice and Use

Programme Details

B2B Key Account Management: Value Added Solution Selling is a 3 day hands-on training programme, highly interactive with exercises and role plays. The programme focuses on moving from transactional sales to value added solution selling in the B2B industry. Learn about value mapping, relationship building, key account plans and more.

Six Programme Modules

1 | Module 1

How are markets changing and what does that mean for you?
Why do clients buy from you? Why do you lose sales to competition?
What makes you different and distinctive?
Journey: from short-term transaction focus to longer term-solution centric

2 | Module 2

When & why do we need KAM? What makes for a great KAM salesperson?
Why the account team versus the individual salesperson?
Why do you always need to sell twice
Account Management and Business Development processes

3 | Module 3

What is the sales process/buying process and how does it work?
Stage 1 – Check – It
Create and update the Key Account Plan Check-It section
Insight Report, the difference between data, information and intelligence

4 | Module 4

Stage 2 – Know – It
Create and update the Key Account Plan Know-It section
Who do I need to know? Create and update the Relationship Map
Stepping up to the strategic client level. The power of networking

5 | Module 5

What type of value perception does your client have?
Create and update the Value Map
Stage 3 – Do – It
What actions will you focus on in the next months?

6 | Module 6

Apply the process to your account needs. Present your plan
Wrap up and conclusions
What does this mean to me and how will it affect my job?
What will you do next?

Faculty

Bettina
Hausmann

Upcoming Programmes

Choose your preferred learning solution

3 days

€3,450

SEE DATES

There are no sessions scheduled in the near future for this programme. Please check back soon.

This programme is available
as an In-Company solution
for your teams.

Contact Us

Get in touch with the MCE team to learn more about implementing this programme for your team.

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Last Name

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SEE DATES
CONTACT US

There are no sessions scheduled in the near future for this programme. Please check back soon.

Contact Us

Get in touch with the MCE team to learn more about implementing this programme for your team.

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Last Name

Company

Job Title

Phone

Country

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Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

Agata Kulik, Product Manager Special Salts, Jungbunzlauer Ladenburg GmbH, Germany”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

Andreas Armenat, Head of Production, GO Generics & Standard Solutions, Fresenius Kabi AG, Germany

“Very interesting topics, international and multicultural environment. Very professional coach.”

Alessandro Foresio, Vice President,
Logic S.p.A., Italy

“The subjects covered were extremely relevant and gave input to my personal development.”

Rosa Karen Schmidt, Senior VP-Assistant, Novo Nordisk, Denmark

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

Agata Kulik, Product Manager Special Salts, Jungbunzlauer Ladenburg GmbH, Germany”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

Andreas Armenat, Head of Production, GO Generics & Standard Solutions, Fresenius Kabi AG, Germany

“Very interesting topics, international and multicultural environment. Very professional coach.”

Alessandro Foresio, Vice President,
Logic S.p.A., Italy

“The subjects covered were extremely relevant and gave input to my personal development.”

Rosa Karen Schmidt, Senior VP-Assistant, Novo Nordisk, Denmark

Other MCE Recommended Programmes

Essentials of
Marketing for
B2B Solution Selling

SEE MORE
SEE MORE

Essentials of Selling: for New Salespeople

SEE MORE
SEE MORE

Developing Personal
Influence and
Impact

SEE MORE
SEE MORE

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Develop Your Skills

Your Seniority

Your Industry

MCE Near You

Discover More

Develop Your Skills

Your Seniority

Your Industry

MCE Near You

Discover More

B2B Key Account Management: Value Added Solution Selling

The Key Issues

Solution selling

Key account management

Networking skills

Key Competences​

Relationship mapping

Understanding value

Account planning

The Right Programme for You

Highlights

Create and update your own relationship map for your key accounts.

Learn how to move from transactional to value added solution selling.

Learn, Practice and Use

Programme Details

Six Programme Modules

Faculty

BettinaHausmann

BettinaHausmann

BettinaHausmann

BettinaHausmann

BettinaHausmann

Upcoming Programmes

Contact Us

Contact Us

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

“Very interesting topics, international and multicultural environment. Very professional coach.”

“The subjects covered were extremely relevant and gave input to my personal development.”

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

“Very interesting topics, international and multicultural environment. Very professional coach.”

“The subjects covered were extremely relevant and gave input to my personal development.”

Other MCE Recommended Programmes

The MCE Team is ready to answer your questions

GET IN TOUCH

SUSCRIBE TO MCE NEWS

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Solution
selling

Networking
skills

Key Competences

Account
planning

Bettina
Hausmann

Bettina
Hausmann

Bettina
Hausmann

Bettina
Hausmann

Bettina
Hausmann

The MCE Team is ready to
answer your questions