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 professionals 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 group of people, what Huthwaite call 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. Price pressure, competition, benchmarking, procurement practices, incumbents, internal politics, and spending decisions signed off at board level can all contribute to long and complex sales processes. Being persuasive and demonstrating sufficient value to stand out at each stage can be a challenge.
"Our customer relationship management system is fine at telling us where we are now, but not what we should do next or how we should do it"
"Our team finds it hard to describe real progress in the opportunity in a way that we can all understand, and use as a basis for forecasting"
"It’s critical that we understand what competitors are doing, and how the prospect thinks of us in relation to them"
"We can’t seem to get to the real decision makers, and we struggle to articulate a persuasive value proposition when we do"
"Our customer engagement is short-lived. We are too reactive and miss out on the chance to influence our clients long-term"
"Procurement seems to be calling the tune and keeps telling us that the only differentiator is price"
"Even when we’ve offered the customer a viable service, they still don’t see us as the obvious supplier"
"We lose business just when we think we've converted the customer."
Experiencing skills in a virtual environment prepares account sellers for customer interactions that may also involve virtual communication.
Attend virtual sessions from anywhere with a good internet connection minimising work schedule disruption.
Reduce travel expenses and bring geographically spread groups together where traditional training is difficult.
Virtual sessions are spread out allowing on the job practice between sessions with expert facilitators. This helps to embed learning throughout.
Experience engaging expert trainer presentations with the ability to ask questions and engage in debate during live sessions.
Take part in virtual breakout sessions for group simulation work.
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.
New skills and processes are immediately integrated within live and up-coming campaigns to embed new behaviours quickly.
As trained practitioners, sales teams can use best practice to navigate and manage their client accounts to:
Businesses benefit from Account Strategy training in significant ways including:
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:
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.
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.
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.