TechnicalSales.OrgTRAINING COURSE TechnicalSales.OrgTRAINING COURSE

TRAINING COURSE

Business Development and Strategic Account Management

START DATE:

Starts On-Demand / Immediately

LOCATION:

ONLINE
E-LEARNING

LANGUAGE:

ENGLISH

DURATION:

2 MONTHS
50 HOURS

By completing our Technical-Sales Training Courses, participants will be able to:

Acquire skills for interpersonal communication, effective negotiations, value-based sales presentations, consultative selling, business argumentation, and after-sales service.

Efficiently manage selling processes, planning, prospecting, reaching customers forecasting, following up leads, developing customers, highlighting value proposal, and closing sales.

Become a more effective negotiator with proven techniques for building and maintaining relationships, applying appropriate power and influence, structuring agreements, and developing buy-in.

Identify your organization’s value proposition and understand customer’s pain in a technical consultative way, to increase success in acquiring new customers and building loyalty.

Handle technical selling with confidence, build powerful relationships, implement a plan for managing accounts strategically based on account mapping and customer focus.

WHO SHOULD ATTEND?

Our sales training is aimed at salespeople with a multidisciplinary technical profile involved in commercial & sales positions, interested in expanding or perfecting their knowledge, sales skills, and professional competencies in the technical-sales world.

  • Sales Engineers
  • Key Account Managers
  • Business Development Managers
  • Consultative Sales Specialists
  • Technical Sales Representatives
  • Other B2B Sales Executives

TEAM OF TUTORS

The team of tutors for these courses is made up of qualified professionals from different countries, worldwide. Our teachers are industry experts, have extensive experience and expertise in technical selling; they are all passionate about their areas of know-how and will ensure you achieve your personal development goals.

PROGRAM STRUCTURE & CONTENTS

– Account Management for Business Development

– Planning and Preparing for Prospecting

– Qualifying Leads and Sales Opportunities

– Work Efficiently with Professional Buyers

– Best Practices for Pipeline Management

– Account Mapping and Key Player Map Development

– Customer’s Fingerprint for Account Management

– Creating a Proficient Account Plan Workbook

READINGS, LECTURES & VIDEOS:

Building Relationships, Collaboration, Conflict Resolution
Ten Ways to Accelerate Your Customer’s Buying Process
The Value of Customer Relationships
The Value Proposition Concept
The Cornerstone of Blue Ocean Strategy
Identifying and Influencing The Influencers
The Value is in The Planning, Not the Plan
Interacting with Your Prospect
Key Account Management. Developing Relationships
Measuring Key Account Management
The Role and Requirements of KAMs
New Business. Selecting Target Accounts
Sales Models. Sales is not an Art, It is a Process
The Solution Gap in The Consultative Selling
Knowing How to Develop Interdependent Relationships
Establish and Maintain Sufficient Rapport
When Buyers Say No… Re-establishing Rapport
Leads Generation and Technical Prospection
Choose to Work with Better Clients
How to Create a Value Proposition that Actually Sells
Easy Explanation of Powerful Concepts in Business
The Essentials of Value-Based Selling
The KAM Strategic Planning Matrix to Categorize Accounts
The Professional KAM, Methodology, and Business Strategy
Strategic Selling Process for Sales Engineers
KAM Relationship Mapping and Value Creation
Key Account Management and Strategic Planning
Getting Account Strategy Right
How to Sell to C-Suite or High-Level Executives
Your Strategy Needs a Strategy
The Power of an Entrepreneurial Mindset
Account Mapping or Player Map, How to Build Account Maps

INVESTMENT

USD 240

7-DAYS MONEY BACK GUARANTEE

Join the course today, and you have 7 days to dive into it. If you realize that it isn’t worth just ask for a full refund and we will send your money back right away, or if you prefer, you can change your enrollment to another course within our portfolio, or you can transfer your enrollment to another person.

E-LEARNING METHODOLOGY

Our E-Learning methodology enables action-based learning that maximizes strategic planning and problem-solving to improve expertise outcomes. In addition, participants will become competent in developing their capacity for self-learning, research, analysis, and decision-making.

A rich blend of contents will be provided with a practical approach applied to the real-world workplace. Furthermore, all course participants have the coaching, guidance, support, and assistance from our team of experts.

E-LEARNING ENVIRONMENT

Online Courses give you the flexibility to learn at your own pace, within anyplace, and anytime that suits you best. Participants can follow the training regardless of their geographic location, travel schedules, and current job responsibilities.

Designed specifically for busy executives; study material can be accessed through our E-learning Platform which is available 24/7. Anytime accessibility is possible through any notebook, smartphone, or tablet, in a responsive web interface.

ASSESSMENTS

Our training courses do not evaluate theoretical aspects or memorization of concepts. Participants must present a set of practical homework.

These Assessments seek to develop sales skills and professional competencies to make arguments, defend your point of view, provide an opinion on a topic; research, analyze and integrate information to explain a particular topic; analyze data from study case; strategically plan, make decisions; solve problems and present solutions.

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