Strategic selling

Our strategic selling programmes include:

Creating a Winning Value Proposition
This programme is designed to help account teams win large bids. It encourages a creative approach to the deal-making process and helps develop powerful value propositions. The workshop guides participants to begin thinking ‘outside the box’. The use of live bids allows participants to analyse the customer’s industry, business and market forces before developing innovative value propositions.

Strategic Alignment Workshop
This programme aims to help suppliers and customers collaborate more effectively. Potential improvements are based on structured discussion and feedback.

Target Account Management
This is a holistic approach to account management that includes best practice benchmarking, putting customers first, and making the best use of resources to drive up value and create differentiation. Key performance indicators are developed to measure the effectiveness of action plans.

Handling complex negotiations
Complex negotiations are typically longer term, high-value negotiations which may take place across a cultural boundary. This course covers the competencies an Account Manager needs in order to succeed during complex negotiations.