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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.

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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.

  • Business Professionals
  • New Managers
  • Managers
  • Senior Managers

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

  • Explore why you are losing sales to competitors
  • Understand the difference between account teams and individual salespeople
  • Learn why you always need to sell twice
  • Develop your own relationship maps
  • Use data, information and intelligence to develop your plans
  • Create and develop your own value maps

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

  • 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
 
  • 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
  • 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
  • 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
  • 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?
  • 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?
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Faculty

Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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