Executive Education
Stratégie commerciale BtoB
Stratégie commerciale BtoB
Program Overview
Develop sustainable and profitable business with strategic customers and key accounts
This program provides Key Account Managers with the key methodological and practical tools to decipher their client's strategy, identify their underlying needs and detect growth opportunities. The primary aim is to galvanize your business relationships with key accounts in a mutually beneficial way.
Executive short program Stratégie commerciale BtoB
This program is aimed at :
Sales Directors and Managers, Key Account Managers and Managers in charge of major clients and/or strategic clients.
Objectives
Develop a strategic commercial reflection, structure their value proposition and commercial policy
Identify their strategic customers, decipher their organizations and challenges.
Develop their network and build a lasting and fruitful relationship with them
Engage their team in the implementation of their strategic roadmap
Program
Defining your sales strategy: customer segmentation and prioritization and levers for achieving sales targets.
Moving from sales strategy to sales policy
Developing a customer-centric approach: from identifying latent needs to value proposition and B2B digital communication (ABM)
Accelerating growth with strategic customers
Develop a lasting relationship with your clients’ stakeholders and handling complex situations with buyers
LEARNING METHODS
A 360° approach to Key Account Management that integrates the key financial, legal and negotiation issues with buyers. The program also features a session for the participants to present their key account plans.
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REGISTER FOR THE PROGRAM
Fill in the form to check your eligibility and start the registration process.
This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.
Funding options
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