Account Strategy

The most skillful sellers understand that a longer or more complex sale brings with it the opportunity to establish relationships that live on beyond this sales cycle and into the next.

Account Strategy gives sales porfessionals the correct mix of skills, processes and tools to build better customer relationships and win more business opportunities when the complex sale cycle is longer. A large value purchase brings with it a different client psychology and a different purchase decision making framework often in the form of a decision making unit . Mapping and navigating that decision making unit, such as knowing who to meet, when, what their issues are and knowing how to personalise the approach for each is crucial to a successful sale in this context.

Virtual training for virtual complex sales

Virtual training for virtual complex sales

Experiencing skills in a virtual environment prepares account sellers for customer interactions that may also involve virtual communication.

Attend from anywhere

Attend from anywhere

Attend virtual sessions from anywhere with a good internet connection minimising work schedule disruption.

Reduced travel expenses

Reduced travel expenses

Reduce travel expenses and bring geographically spread groups together where traditional training is difficult.

Practice new skills

Practice new skills

Virtual sessions are spread out allowing on the job practice between sessions with expert facilitators. This helps to embed learning throughout.

Engaging virtual sessions

Engaging virtual sessions

Experience engaging expert trainer presentations with the ability to ask questions and engage in debate during live sessions.

Virtual breakout rooms

Virtual breakout rooms

Take part in virtual breakout sessions for group simulation work.

Collaborative platform

Collaborative platform

Learning is supported by digital resources. Peers can share their valuable experiences and support each other throughout the learning process and back in the workplace.

Immediate work place integration

Immediate work place integration

New skills and processes are immediately integrated within live and up-coming campaigns to embed new behaviours quickly.

Testimonial

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The virtual learning journey was just as good, if not better than face to face learning, this is because our interactions with clients are taking place virtually all the time therefore learning in this way is extremely valuable

Christian Blomberg, Chief Customer Officer & Co-founder, Solvemate

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Account Strategy course information

The Account Strategy experience

Our world-renowned research, insights and development approaches are delivered via a synchronous, live training experience with all the key features of a physical classroom, coupled with the space to practice and master skills learned between activities.

Participants will experience:

  • expert virtual trainer presentations delivered in focused sessions
  • lively peer group discussions
  • interactive elements during sessions to check learner knowledge
  • virtual breakout groups for simulation work allowing for skills practice
  • simulation review and discussion around real world implications
  • how to incrementally build and execute an effective complex sales campaign
  • How to map the decision making unit
  • how to find and interact with various key players within an account
  • how customers arrive at the decision criteria they use
  • how to influence the criteria in their favour
  • the principles of competitive advantage
  • how influence customers decision guidelines in your favour
  • why sales stall close to the decision
  • why selling skills don’t help you at this stage
  • how to resolve concerns to your advantage
  • customer concerns about risk.
The technology and virtual experience

Presenting and delivering interactive online sessions requires very specific skills that Huthwaite facilitators have developed over years of delivering virtual training. All Huthwaite facilitators have experience of delivering virtual classroom programmes to companies of all sizes.

Currently, our programme can be easily delivered on two virtual platform technologies, Zoom and Webex Training. At the beginning of every programme, we ensure participants get the best, most enjoyable experience possible from our virtual training with a crucial orientation session that ensures they fully understand the interaction tools and can experience the virtual environment in full.

Our digital collaborative platform includes an onboarding module which ensures participants can fully engage on the platform and appreciate the learning experience together.

Programme schedule

Unlike the face-to-face classroom, it is hard for participants to focus on a virtual programme for three solid days which is why we reimagined our entire Account Strategy learning journey for the virtual world. Access to digital learning resources offer various activities that take around 20-30 minutes in preparation for the timetable of virtual sessions which last a maximum of 4 hours each.

Project management

We can assist with all aspects of organisation including clear instruction around timings and participant expectations as well as tips on how your teams can make the most of their virtual and digital experiences.

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