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Account Strategy Training Course

Following on from the successful verbal behaviours acquired in our world-renowned SPIN® Selling programme, sellers who are involved in large and complex sales will benefit from our Account Strategy programme. Here you will learn and practice the insights, tools and techniques needed to successfully navigate your accounts.

The Account Strategy sales training programme is specifically designed to help you win business in large, long and complex sales involving multiple decision makers. By the end of the programme you will know how to:

  • Reach and influence all the key customers involved in the decision making process

  • influence their decision criteria in your favour

  • analyse your competitors and strengthen your position against them

  • produce a significant increase in sales revenue and profitability.

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Overall, adopting our Account Strategy approach will give you:

Influence key customers

An understanding of how to influence the key customers involved in the decision-making process

Analyse your competitors

The ability to analyse your competitors and strengthen your position against them

Increase sales revenue

Overall strategies to produce a significant increase in sales revenue and profitability

Navigate sales opportunities

The tools to record where you are in the opportunity, plan what to do next and develop the tactics to do it

Influence cutomer decision criteria

An understanding of how to influence their decision criteria in your favour

Prevent losses late in the sales cycle

Methods for preventing losses late in the sales cycle.

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Account Strategy course information

What will you gain from the Account Strategy sales training course?

Huthwaite has been researching best practice in wining major sales for over 40 years. The insights and techniques that we have established during that time form the basis of this programme which will give you:

  • practical techniques with which to understand and influence the customer's decision drivers; reinforcing the needs you can meet and redefining the ones you can't
  • tools for analysing and handling the competition by maximising your differentiators and minimising theirs
  • mapping for the decision making unit, showing who to speak with, in what order and about what issues
  • the means to record where you are in the opportunity, plan what to do next and develop tactics to do it
  • methods for preventing losses later in the sales cycle.
Who is the Account Strategy sales training course for?

Huthwaite’s Account Strategy course is for you if you are:

  • a Sales Manager
  • an Account Manager
  • a Sales Executive
  • manage long-cycle sales that involve multiple decision makers
  • looking for a common, proven sales methodology.
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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