Developing Major Accounts

1 Day
Edinburgh 18th May 2021
15th Apr 2021
5.5 hours

Course Overview

This developing major accounts course is essential for any salesperson trying to develop a major account. Delegates learn how to identify key influencers in the organisation, assess the political strengths and weaknesses of their contacts and allocate sales time accordingly. Delegates complete the course by designing tailor-made strategies for selling more to their major accounts.

This sales training course is available throughout the UK.

 

CPD Value 5.5 Hours

CPD Value 5.5 Hours

Course Locations

Developing Major Accounts London
Developing Major Accounts Manchester
Developing Major Accounts Nottingham
Developing Major Accounts Birmingham
Developing Major Accounts Bristol
Developing Major Accounts Edinburgh
Developing Major Accounts Leeds

This course is worth 5.5 Continuous Professional Development hours.Learn more about CPD

Timetable

09:30 - 10:00 Coffee & Course Objectives

10:00 - 10:30 Defining the Influencers

(Five types of decision makers defined and a look at what motivates them to influence the buying decision.)

10:30 - 11:15 Finding the Influencers & Finding the Key Influencer

11:15 - 11:45 Defining Why You Win & Lose Business

11:45 - 13:00 Developing Sales Opportunities

(A look at developing existing accounts by making new contacts in different departments/sites. How to sell up as well as across.)

13:00 - 14:00 Lunch Break.

14:00 - 15:30 Knowing Your Key Influencers View on the Competition Better than the Competition Does

15:30 - 16:30 Advanced Sales Strategies for Key Accounts

16:30 - 16:45 Summary & Action Plans Agreed

Testimonials

Very useful and great examples given.

Jenny O’Sullivan, Telford International Centre Ltd

Enjoyed course, very beneficial.

Craig Wood, Value Contor LTD

Excellent, relevant and practical training course with superb delivery.

Kate Buckley, Assureweb

Well delivered - really engaged with our business and focused on improving our work rather than just content of the course.

Ben West, Bandvulc Tyres

Benefits

  • Ability to formulate a sales proposal that takes into account the main competition
  • Strategies for achieving true alignment with the politically powerful people within the customers organisation
  • Knowledge of how to implement a CRM (Customer Relationship Management) system which incorporates multiple influencers within each company
Live Virtual Training
In-Person Training
Book your place on one of our online courses...
15th Apr 2021
Full Day
£280.00
Places
14th May 2021
Full Day
£280.00
Places
15th Jun 2021
Full Day
£280.00
Places
14th Jul 2021
Full Day
£280.00
Places
16th Aug 2021
Full Day
£280.00
Places
15th Sep 2021
Full Day
£280.00
Places
14th Oct 2021
Full Day
£280.00
Places
15th Nov 2021
Full Day
£280.00
Places
15th Dec 2021
Full Day
£280.00
Places
...or create a training session that suits you using one of the options below.
Private Virtual Training
1-2 delegates £580.00
Each additional £80.00
1-2-1 Virtual Training
Per session£550.00
U-Choose Virtual Training
Per delegate£280.00
Places
Book your place on one of our scheduled courses...
18th May 2021
Edinburgh
£430.00
Places
7th Jun 2021
Nottingham
£430.00
Places
25th Jun 2021
London
£430.00
Places
7th Jul 2021
Leeds
£430.00
Places
26th Jul 2021
Bristol (Clifton)
£430.00
Places
13th Aug 2021
Birmingham
£430.00
Places
14th Sep 2021
London
£430.00
Places
24th Sep 2021
Manchester
£430.00
Places
29th Oct 2021
Edinburgh
£430.00
Places
18th Nov 2021
Nottingham
£430.00
Places
...or create a training session that suits you using one of the options below.
Inhouse Training
1-5 delegates £1,100.00
6-10 delegates £1,500.00
Each additional £100.00
1-2-1 Training
Per session£600.00
U-Choose Training
Per delegate£430.00
Please choose a training location
Places