Overview
The world of buying and selling is evolving rapidly. Modern customers expect deeper insight, tailored value, and strategic partnership, not just products or services. This shift requires account managers and business development professionals to elevate their consultative approach and find smarter ways to create, communicate, and deliver value.
Customers continually assess their suppliers through key questions about relevance, value, and trust. Yet many account managers and business developers struggle to identify which question is being asked, and therefore how to respond effectively. Understanding and addressing these questions leads to clearer priorities, stronger customer relationships, and increased revenue opportunities.
This intensive one‑day workshop gives participants the tools, techniques, and mindset to differentiate themselves, build trust quickly, and manage accounts with greater effectiveness and long‑term impact.
Aim
- Understand how modern buying has changed and what customers expect today.
- Build strong, value‑focused relationships across all levels of a customer organisation.
- Apply consultative sales skills that position you as a trusted partner, not just a supplier.
- Learn practical methods to grow accounts and increase customer lifetime value.
Content & Methodology (1‑Day Structure)
The workshop is designed to be fast‑paced, practical, and directly applicable, covering the essential elements of effective account management and business development.
1. Understanding the Modern Buyer
- How buying decisions are made today
- The role of complexity, committees, and perceived risk
- What differentiates a trusted supplier from a replaceable one
2. Finding Opportunities & Opening Doors
- Identifying high‑potential accounts
- Getting in front of the right decision‑makers
- Spotting, shaping, and qualifying opportunities early
3. Creating and Communicating Value
- Consultative selling techniques that resonate with modern buyers
- Articulating value beyond price
- Contracting and securing meaningful commitment
4. Growing the Relationship
- Building trust and credibility across the customer organisation
- Expanding networks, identifying cross‑sell and up‑sell opportunities
- Sustaining long‑term engagement
5. Leading the Sales Process
- Guiding customers confidently through the buying journey
- Managing obstacles, slowing momentum, and stakeholder complexity
- Ensuring alignment and clarity at every step
6. Action Planning
- Pulling all learning together into a clear, realistic account or sales plan
- Establishing habits and actions for continued growth
Practical Application
Throughout the day, participants will work directly with their own customer portfolio, applying tools, insights, and frameworks in real time. The workshop blends expert facilitation, group discussion, practical exercises, and hands‑on planning to ensure immediate relevance.
Each participant will leave with a refreshed, actionable account or sales plan they can implement straight away. To support ongoing momentum, every participant will also receive a 30‑minute follow‑up review call approximately 2–3 months after the workshop.
Need Help Booking?
If you're having difficulties, booking for multiple staff or simply would prefer to pay via invoice - we can help!
Meet the Trainer!
