Developing Strategic relationships with major customers to grow the opportunity

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9.00 am GMT: As a result of joining this event the participant will know how to plan and conduct an effective client review meeting which will enable them to identify the 'cast of characters' and dynamics of a complex enterprise organisation in the buying process, and expand business activities within an existing client.

Recommended audience

Salespeople, Sales Managers and business owners who sell into the enterprise space, strategic/key account managers


Type of audience

UK and International


Description

When compared to small- and medium-sized companies, enterprise selling and relationship development present vastly different challenges, such as: extended sales cycles, sophisticated competition, significant financial investment, wide and diverse buyer networks, cross-functional sales teams, complex decision structures, diversified organization and footprint and focus on business value.

This session will focus on some key aspects of developing those relationships and leveraging increased value through account development planning:

  • Strategic client reviews
  • Account Planning
  • Opportunity Identification
  • Qualification
  • Solution Development

Key takeaways

  • Relationship development.
  • How to develop expansion opportunities.
  • How to conduct an effective client review meeting.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)


Presenter

Martin Hill (MICFM, MAFP), Managing Director, Sandler Training West Midlands

Martin is a Chartered Management Institute qualified commercial leader with >35 years of national and international commercial, sales and people leadership experience. His experience has been gained with a global 40 country captive lessor, a £2BN international fleet management company and a tier 1 UK bank financier where for 25+ years he was deployed on the UK's largest vehicle financier.


Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact membershipservices@the-isp.org for more information.

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