Grow Accounts

WHO WILL BENEFIT

Value Selling is for Key Account Managers and those with major account responsibility.

DELIVERY

• 1 day in-person
• Two three hour online sessions

BUSINESS CHALLENGE

Today KAM has to mean more than holding down the fort. As BWST we look at current accounts as living breathing organisms that need to be fed and refreshed often. Our Key Account Management program brings back the intellectual curiosity account managers have about their accounts and helps them architect annual and multi-year engagement strategies they can forecast to. KAM teams need to lead with their business acumen and be ready with a ROI story for their solutions. 

THE FOCUS

Clients can care less about new capabilities and renewals. They need thinking partners who can translate their solutions into real economic value. Ideas, vitality, creativity and authenticity are the currency of successful account management. The best find ways to align business strategy with account strategy.

KEY CONTENT 

• Positioning your firm’s value proposition
• Learning to avoid a commodity trap for your plan solu9ons
• Crafting hypotheses of value for relevant stakeholders
• Uncovering paths of influence with an Organization Decision Mapping process
• Case study approach to crea9ng insight-­‐driven messaging for execu9ves,
• consultants, and procurement
• Managing clients ongoing to grow the rela9onship and avoid RFPs

OUTCOMES

By participating in The Value Selling Workshop™ participants will learn to:

• Map an organization and create an engagement strategy
• Leverage research and preparation to inform messaging and secure meetings
• Create the right conversations where you both can drive value
• Test solutions with your team and with clients to assess fit
• Employ strategies that enhance and grow the relationship and shorten sales cycles
• Involve SMEs in high-value pursuits and overall relationship building

Contact us to learn how we can make this program your own unique experience for your company.