April 12, 14, 16, 19, 21, 23 | Time: 10am-12nn (GMT +8)
Live via Zoom
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.
Day 1: April 12, 2021
B2B Account Development & Management Strategies
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.
Day 2: April 14, 2021
New Selling Science and (intro to) Mechanics
Discover why presenting, handling objections and closing is a faulty process. Time to 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.
Day 3: April 16, 2021
Influencing Strategies and (intro to) Skills
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.
Day 4: April 19, 2021
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.
Day 5: April 21, 2021
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.
Day 6: April 23, 2021
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.
Who should join:
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 and Support Staff who would benefit understanding the roles and competencies of their accounts people; other enrollees with intent to appreciate the holistic view are also welcome.
Lecture-discussions, Real-stories, Mini-workshops, Assignments, Q&A.
All 6 sessions: P7,500 + vat
Any 3 sessions: P4,800 + vat
Group rate: 5 + 1 FREE. Limited to the first 2 companies.
How much to pay for each course?REGULAR COURSES
Use code: THREE
Use code: SIX