7th B2B Account Development and Management

By Rowen Untivero

Registrations are closed

This B2B Account Development and Management capsulized integrated course provides a rare opportunity to gain valuable knowledge of each of these 5 seminars on this track. Together they provide a very holistic understanding and overview of account level strategy and execution as well as how business generation, that includes revenue/sales generation as well as profit and resource optimization is achieved vis-à-vis customer satisfaction. Enroll now to acquire original frameworks, processes and methods developed and updated by Mansmith Partner and Chief Sales Strategist Rowen Untivero.

Key Topics

Account strategies are not random. They are derived precisely relative to account situation. Find out about the 4 Major Archetypes of Account Situations.  Get an overview of the 13 B2B strategies and how each one is derived. 

Discover why presenting, handling objections and closing is a faulty process. Time start abandoning wrong practices of selling (written by sellers) and adopting processes and methods derived from buying behavior, journey and dynamics of people and people in organizations (B2B). Understand the components of the buy-in formula to understand genuine buyer decision making. Inject science to selling for more replicable success results.

Start by understanding the differences between selling and influencing. Then learn how influencing increases the effectiveness of selling and negotiations. Gain knowledge of  4 personality quadrants, 5 drivers of influence and 13 strategies of influencing.

First begin with understanding that negotiation is very different from its poor cousin, bargaining. Get an overview of the elements that comprise negotiation as well as their dynamics. Gain knowledge of key principles. Have a glimpse of how math is used to optimize concession exchange.  Realize that negotiation’s role is to protect profitability and your company’s resources while ensuring customer satisfaction and/or securing supplier partnership.

Realize that with the right tools, a party can predict and control negotiation outcome. Have an overview of principles and tools used to gain the power in determining favorable outcome of your negotiations. 

As the 5 capsulized courses are components of B2B Account Development and Management from Planning to Execution, from business generation to profit and resource protection, it is important to be able to put it all together.


"The seminar director has great knowledge of the topics and his sharing of experiences gave us more ideas on how we should handle situations. I would definitely recommend this seminar to my colleagues." 
Prime Pacific Foods Corporation, Key Account Manager

"Topics discussed were very helpful both in the professional and personal growth"
Mekeni Food Corporation, Assistant Brand Manager

"Sir Rowen is very knowledgeable and relatable at the same time. He is very engaging too!"
- Kimstore, Key Account Manager
Nov 13, 14, 15, 17, 20
3:00 PM - 6:00PM

Past Attendee
Managers (40%)
Supervisor (20%)
Support Team (40%)
Who Should Attend

All Deal Makers and Account Managers regardless of titles: Account Directors, Account                                                Executives,  Sales                                                                     Representatives, Business                                                   Development Managers/Officers,                                   etc.) Entrepreneurs; B2B Sales                                         Leaders,  HR/Learning and                                                  Development  Managers/Officers                                   Support Staff who would benefit                                     from  understanding the roles and                                 competencies of their accounts                          people;  other enrollees with intent                              to  appreciate the holistic view are                          also  welcome. 

Targeted Competencies

Analytic Thinking
Relationship Building
Seeing the Big Picture
                          Strategic Thinking
                          Building Customer Loyalty
                          Building Trust
                          Building Partnerships
                          Business Acumen
                          Customer Focus
                          Decision Making
                          Planning & Organizing 


Lecture-discussions, Real-stories, Mini-workshops, Assignments, Q&A


Rowen Untivero

Partner and Chief Sales Strategist
  • A veteran of Training, Coaching and Consulting for a quarter of a century and with almost 3 decades of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing as well as management in general via his original framework, processes and tools.

  • He has contributed much science to business as the pioneering developer of the world’s first mathematics of negotiation, the strategic nego-mapping methodology, reading and projecting verbals and tones, systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more.

  • He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.

  • He graduated Cum Laude at the University of the Philippines, Diliman, with a bachelor’s degree in BS Economics,; supplemented by MBA studies in De La Salle University, an Executive Education Program on Strategic Business Leadership from the University of Chicago Booth School of Business-Illinois, USA.

  • He was Country Manager for Alcatel Mobile Phones, before moving to entrepreneurship.

Date & Time
November 13, 2023
Start - 3:00 PM
November 20, 2023
End - 6:00 PM Asia/Manila

Live via Zoom

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--Live via Zoom--

Rowen Untivero

--Rowen Untivero--

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