key acount development training may 2015

Win £200 for your business

Introduce the most new members to The Online Sales Manager in any quarter and you will win £200 to spend on your business.

Full details available at:www.increasesalesnow.co.uk/competitionMore than just a

websitewww.increasesalesnow.co.uk

Key Account Development

More than just a websitewww.increasesalesnow.co.

uk

Key Account Development

• Do you want to get more from your biggest clients?

• What are your objectives for today?• Our topics for discussion:

Identifying your key accountsGetting your structure rightExpanding your influenceDealing with risk More than just a


Identifying your key accounts


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•Pareto’s principle• It’s not just about current activity•Growth potential•Partner potential

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What to look out for

• salesHow big is their business?

Do they have independent operations?

Are they growing?More than just a


• ReferralsDo you share customers?

Are they approachable?

Do you share values?

Creating an opportunity map


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•Everything you sell v’ everything they buy•How many buyers do they have?•Where do they currently buy from?•Do you know how much they spend?•What is their buying process?

Account management plan


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•Why do they buy?•How often do they buy?•How often do they contact you•How often do you contact them

Becoming a partner


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•The person you sell to is not necessarily your referral contact•Go with a gift•Keep the conversation open

Expanding influence


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•Start with the contacts you do have•Exceed their expectations•Gain recognition for doing so•Find out who is in their immediate circle•Get introductions

Dealing with risk


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•Set out the rules of how you want to trade•Stick to them•Don’t over expose your delivery capacity•Do not get dazzled by the next big order

Implementation


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•Create an opportunity map for every key account•Create an account plan for every key account•Make sure you can manage the workload•Get started

Our next meetingWednesday 3rd June

Coffee and networking from 9.30 am10.00 – 12.00 am

The Portfolio Centre

Proposal writingMaximising your influence and

opportunityMore than just a


Win £200 for your business

Introduce the most new members to The Online Sales Manager in any quarter and you will win £200 to spend on your business.

Full details available at:www.increasesalesnow.co.uk/competitionMore than just a
