B2B Key Account Management: Value Added Solution Selling

B2B Key Account Management: Value Added Solution Selling
November 19th, 2024

Overview

Learn more

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

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

 
 
KEY COMPETENCES:

  • Solution selling
  • Key account management
  • Networking skills
  • 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.

 Typical Participants:

  • Business Professionals
  • Managers
  • Senior Managers

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 Modules

What will you learn and practice?

Modules:

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

 
Module2:

  • 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

 
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

 
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

 
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?

 
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?

Associates

Mike Englander

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

FAQ

ABOUT MCE’s OPEN ENROLMENT PROGRAMMES

What time does the programme start and finish?
MCE programmes start at 9:00 and finish at 17:00. Lunch is a 1-hour break and there are two coffee breaks too. On the last day, the programme finishes at 16:30 as we know a lot of people have to catch planes and trains.

What should I wear (dress code) when participating in an MCE Programme?
Most participants wear Business Casual clothes. A formal business suit is not necessary.

Are there MCE approved/recommended hotels?
Yes, each programme has recommended hotels that have the best rates. We include details of these hotels in your registration pack.

Are meals included? I don’t eat certain food. Can I order special meals?
Lunch is provided every day and we always organize a buffet so you have a good choice of foods to cater for different needs.

Are there evening activities?
Your evenings are free, although there some exceptions (e.g. On the MCE Leadership Development Programme there is an activity on day 3)

Is there a free Wi-Fi?
For programmes at MCE in Brussels, there is free Wi-Fi throughout the building. For other locations, the services can vary, but in most locations we have organized free Wi-Fi.

What level of English do I need to take part in an MCE Programme?
MCE’s participants come from over 90 different countries but all of our open enrolment programmes are run in English. You need to have a good working knowledge of English to be able to fully participate in the programme and network with other participants. If you have difficulty understanding these questions, the programme might be difficult for you too.

Will I get a certificate at the end of the programme?
Yes, a certificate of attendance is provided to you upon successful completion of the programme.


CONTENT OF MCE’S OPEN ENROLMENT PROGRAMMES

Are MCE programmes certified by an official body/organization?
10 of MCE’s top selling programmes are approved by Project Management Institute and you can find more information on these programmes here.

What is the MCE approach to learning and development?
All of MCE’s Open Enrolment programmes are based on MCE’s FEEL-THINK-DO and 70-20-10 principles to enable effective learning transfer.

Who designs MCE programmes?
Our Portfolio team together with the core MCE Senior Associates design all of our programmes based on the ROPES model.

Are MCE’s Programmes practical?
MCE’s programmes are all designed to allow to practice what you have learnt. So you will have lots of time to practice, practice and practice.

 

REGISTRATIONS, PAYMENTS AND FEES

Are VAT rates included in the price?
The price advertised in this page is VAT excluded and applicable to clients and companies legally based in the European Union.

All clients outside the European Union (EU), e.g. Middle East, Africa, Asia and America, are exempt from VAT rates. For them, the price advertised here is the final price to be paid.

  • One exception: Training Programmes in France. All clients (inside or outside the European Union) following training programmes in France are liable to 20% VAT rates in all cases.

When are VAT rates applicable to me?
In the case of clients and companies legally based in the European Union, VAT rates will be added to the price in the following cases:

  • If the client is a natural person (B2C) without a VAT number. 21% VAT applicable.
  • If the training programmes runs in France: 20% VAT applicable.
    • Also applicable to clients outside the European Union (EU)
    • Except when
      • The client is VAT-exempt
  • If the client is legally registered in Belgium (independent from where in Europe the training programme is followed): 21% VAT applicable.
    • Except when:
      • The client attend the training programme in France: 20% VAT applicable instead.
      • The client is VAT-exempt
    • If the client does not provide a corporate VAT number or does not have any VAT number: 21% VAT applicable (Only applicable to clients in the EU).

I don’t have approval from my finance team yet, can I make a tentative registration?
Yes, simply contact us and we will hold a place for you.

Is hotel accommodation included in the programme fee?
No, participants are expected to arrange their own accommodation and travel. The Programme fee covers the programme attendance, materials, lunches & refreshments.

Does MCE give discounts or grants for individual registrations?
MCE works mostly with companies and organizations and we can provide corporate deals for group bookings or preferred supplier deals. If you would like to discuss a corporate deal, we will be happy to talk to you.

Can I pay with my corporate credit card?
Yes, you can. We accept VISA, Mastercard and Amex.

Does MCE have corporate deals/frameworks available?
Yes, we have. Please contact us for more information.

Can I cancel or change my booking free-of-charge?
At MCE, we understand that business people have commitments and changes do happen. So you can cancel or change your registration up to 21 days before the programme starts without any fees or charges. After that date, you will need to pay full fees, but you are allowed to transfer once to a new programme date.

 

The MCE Team is ready to answer any questions you have. Please contact us by phone, email, contact form or even website chat. We would be happy to talk to you!

http://phone+3225432120

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