COURSE 5

About the course:
This course focuses on how to achieve better positioning within your customer’s decision making process by developing CxO level relationships. Better positioning means engaging early in the customer buying cycle in order to influence the customer’s approach, strategy and view of the market/suppliers.

The course is aimed at senior account managers, business development managers and executives who are engaged in the selling process for large and complex deals.

This course has a greater focus on the business-level aspects of selling, rather than selling skills which delegates are expected to already possess.

Customization: This course can be company or industry-sector specific and can accommodate account planning and sales processes already in use by a company’s account/sales teams.

Course Outline:
Two core areas are covered in this course – buying process and engagement.

Initially, the course looks at the typical buying process for large, corporate organisations and how to create effective account plans and strategies to achieve sales success. The course follows a typical deal (which can be a real-life reference from the delegate) throughout the buying cycle and identifies how improved positioning is crucial to influence this process to ensure a win, maximize profits and ‘ghost’ your strongest competitors/incumbents.

In terms of engagement the course looks at how to build relationships and trust at senior levels within client organisations. Covering techniques such as consultative selling, consulting-led selling and account management delegates will learn and role-play techniques to increase their exposure and engagement performance. The course teaches how to apply a ‘business mind-set’ and to understand the buying/selling process from a customer CxO viewpoint.

Who is this course for?
Senior sales people with a minimum of 3 years experience. Applicable for Account Directors, Sales Managers, Business Development Executives and Sales Support Managers.

The course is also practical for Senior executives in non-sales functions who engage with customers and/or are closely involved in key meetings/negotiations.

You will learn:

- The corporate buying process - To develop account and contacting strategies - To qualify accounts and major deal opportunities (to increase win ratios) - To identify senior decision makers/key roles in the buyer centre - To engage with senior executives and build meaningful relationships - To understand the mindset of customer CxO figures - To engage at a ‘business level’ with senior customer figures - To leverage your organisation (and your client base) senior management - To influence the buying process and influence customer perceptions - To beat strong incumbents/favoured suppliers

Length of the course: 1 or 2 days