BHETA has partnered with Birmingham-based training provider, Selling Interactions, to offer an eight-session virtual sales training course for key/national/senior account managers at member companies.
The course includes:
- Eight interactive two-hour virtual workshops, delivered every two weeks starting February 2024
- Group size four to eight people
- On-the job assignments that build over the programme
- Help to build an account plan / strategy, or fine tune an existing one
- High quality training materials covering the key concepts in the programme
- An experienced sales / account management trainer with hands-on sales experience.
The modules are:
- Knowing customer channels and opportunities
- Managing politics to improve influence
- Negotiation preparation
- Defending price increases
- Competitors and competitive advantage
- Power and dependency
- Negotiation execution and tactics
- Core principles of KAM / NAM
- Account planning and strategic objectives
- Understanding professional procurement
- Account plan review
- Virtual account teaming for strategic success
