Strategic Business Development

A one-and-a-half- to two-day workshop designed to help move salespeople from tactical sales calls to long-term strategic selling.

Enhances the salesforce's ability to identify opportunities, set long-range goals, develop strategies, and execute action plans for major accounts.

Salespeople learn how to:

Analyze major accounts to identify strategic opportunities Establish sales, strategic, and "value" goals for accounts Implement an alignment strategy to 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 sub-strategies such as negotiating, team selling, consultative selling, and more Design a master plan for each major account

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

Value-Added Negotiating

A highly interactive and practical workshop that helps salespeople negotiate customer demands for better service, delivery, products, pricing, and other issues while meeting their own objectives. One-and-one-half and two-day versions.

Critical skills include:

• Planning a collaborative negotiation
• Analyzing negotiating styles
• Valuing tradeable issues
• Creatively offering options
• Defining parameters and sequencing offers
• Handling customer negotiating tactics

• Consulting Selling
• Team Selling
• Strategic Planning

• Selling Skills
• Sales Management