Helping Business Succeed

Strategic Business Development

The company that establishes and develops lasting and strategically valued relationships with their customers is the one most certain to retain profitable long-term customer commitment. This workshop focuses on enhancing the sales person’s ability to identify opportunities, set long-range goals, develop strategies, and execute action plans for major accounts. Topics include;


  • Analyse major accounts to identify strategic opportunities
  • Establish sales, strategic, and “value” goals for accounts
  • Strategically position themselves as a preferred vendor, business consultant, or partner/ally
  • Allocate resources according to account potential
  • Access vertical and horizontal decision-makers and influencers
  • Interface with top-level executives
  • Employ strategies such as negotiating, team selling, consultative selling, & more
  • Develop and execute a strategic action plan for every major account

 

Participants receive a workbook/reference guide as well as a Strategic Tool Box of diagnostic and planning tools to help them systematically identify opportunities and plan and execute account strategies.