Global Account selling and management

More than 50 interviews with 22 customers in 11 countries have equipped Consalia with unique insights into global account selling effectiveness.

These interviews have highlighted the importance of a values-led approach to developing sustainable global relationships. Our global account programme focuses on both customer-facing activities and the use of internal resources to bring value to clients.

Our aim is to work with customers who are passionate about developing effective global account selling strategies and who recognise the value of cultural diversity. We help our clients to understand their clients and then to innovate in the deal-making process.

Our training programmes for Global Account Management draw on the modules included in our strategic alignment programmes, (for example Creating a Winning Value Proposition and Enterprise Solution Selling).

In addition two further areas are:

Cross cultural communication
Sensitivity to cultural distinctions in the language of negotiation can help sales people design and manage strategies at a global level.

We aim to equip clients with a deeper understanding of their own cultural bias, and the implications this has on their behavioural and communication style.

Virtual team leadership
A key skill in managing a Global Account is effective team leadership.

Today, leadership often involves managing sales people, technicians and managers across multiple locations, perhaps never meeting them face-to-face. This virtual dimension requires a specific set of skills and expertise.

Our training programme covers designing a team, team leadership, key team roles, creativity in the team, and the key differentiators of managing a virtual team with both internal and external members.