B2B Account Development and Management
By Rowen Untivero
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.
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.
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.
Seeing the Big Picture
Building Customer Loyalty
Planning & Organizing
Lecture-discussions, Real-stories, Mini-workshops, Assignments, Q&A
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.