Strategic Account Management (SAM)

This 2-day course for strategic account managers is aimed at sales-people with highly focused responsibility for Business Development of one, or up to three larger accounts. Delegates will have been involved in high end sales activity for at least three years.

This highly interactive course will build on existing strengths and focus on senior management strategic customer issues (preferably identified in pre-course activity). It will stimulate appropriate positioning of an extensive solution capability that optimises the use of all possible resources.

Senior Account Managers (SAMs) also need to guide, direct and manage sales and support resources to bring focus on achieving strategic goals. This course addresses appropriate consultative behaviour to ensure both internal and customer cooperation. Finally, the course helps SAMs to see themselves as others see them when presenting solutions and negotiating.

This course will help learners to:

• Clearly understand their role and responsibility
• Use a wide range of consultative sales techniques
• Pitch solutions that appeal to buyers and decision makers
• Adapt their negotiating style
• Plan to creatively develop their key accounts
• Understand the selling and buying cycles

The SAM course is interactive and involves delegates being mutually supportive and sharing their experience and views. It combines theory modules covering strategic planning at Board level with cooperative team exercises for: Value chain analysis and how the company offerings contribute to strategic success; positioning solution deliverables from a technology viewpoint; exploring an optimum approach to the customer achieving full value from adopting the proposed solution; building a level of relationship as a supplier that protects and stimulates an ongoing revenue stream; presenting solutions at Board level; negotiating with legal and Purchasing..

There is a four stage negotiation ‘game’ to sharpen-up power mapping skills.

For customised courses the client’s real-world strategic account plans can be used with the potential deliverable of improved plans and strategies. If justified this can be extended for a further day into a practical workshop activity including an opportunity ‘gap analysis’ and action plans to address those gaps and optimise the use of company resources to secure larger & quicker orders.

Want this course tailored to meet your exact needs?

Contact us for a bespoke detailed course outline, or to arrange a no obligation meeting.