Strategic and Global Account Development™
Strategic account management becomes more difficult as businesses grow and expand around the world. With global procurement departments and complex corporate structures, finding and selling to all the right people within today’s multi-national companies is more challenging than ever. This comprehensive program has been designed for sales professionals and teams who need to develop a cohesive plan and a process to sell the way multi-national and global companies buy.
- Learning Objectives
Learning Objectives
After completing this program, participants will be able to:
- Develop a complete understanding of each global account including all divisions and subsidiaries as well as key players involved in buying the kinds of products and services you sell.
- Understand your customer’s current global purchasing and procurement strategies as well as internal distribution practices and supply chains.
- Determine the people within your company who touch your global client including members of sales, pre-sales technical, post-sales implementation, customer support, customer service, marketing, and other departments within your company located throughout the world.
- Establish a global account team defining common goals and objectives, regular correspondence, and the alignment of sales initiatives and resources.
- Develop a Global Account Plan for each global account that incorporates your client’s global procurement strategies and is focused on maximizing the measurable business value you and your company can deliver to your client.
- Orchestrate the execution of your plan to further penetrate global accounts in order to increase account share, share-of-wallet, or share-of-spend.
- Establish customer performance metrics which will act as a yardstick to document your global customer’s success over time.
- Develop a customer reference story for each unit you currently sell to within your global account for use in future sales campaigns with that company and others.
- Protect your client assets from competitive threats while ensuring customer loyalty, repeat business, and customer referrals by earning trust and developing highly-productive and enduring business relationships.
. . . and much more!
- Workshop Agenda
Workshop Agenda – Two-Day Format
- Delivery Options
Delivery Options
OnSite Workshop
We offer this all new program in an engaging two-day workshop delivered at your offices or another facility of your choosing. The sessions are filled with interactive discussions and small group exercises custom-tailored to address the specific challenges of your industry and selling environment. Global sales teams and their managers will work together, using several tools from our Sales Excellence Toolset™, to create a Global Account Plan designed to encompass and organize all active sales efforts with a target global client. This program can also be structured as a one-day workshop followed by a series of monthly web workshop sessions to measure team progress and reinforce the use of the sales tools presented.
Web Workshop Series
This program can be delivered as a series of ten (12) one-hour modules that can be delivered via web conference. A series of monthly web workshops can be combined with one-day onsite workshop to create a blended learning solution of ongoing reinforcement for maximizing the application of the material presented.
- Video Highlights
Video Highlights
Video coming soon . . .
