Strategic Key Account Management - Richardson Management Pty Ltd

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Sales Conference Workshops

A conference, seminar or meeting is an ideal time when the whole team is together, to focus on improving strategies and skills. Tom can design a workshop for you filled with real-life experiences, practical how-to advice, highly usable tools and great ideas.

Workshops are designed specifically based on your needs and expectations relating to content and length and are available for half-day, full day or multi-day sessions.

Here are some examples of workshop topics...

Strategies for Effective Key Account Management
Typically, 80% of business comes from 20% of the customers. Effective management of these existing key account customers is critical. Apart from the obvious sales and profits generated by these account customers, they are important because retention is the best way to limit the opportunities of your competition.

These loyal customers are also an invaluable source of recommendation and third party referrals. This workshop will identify the steps in the process of transforming from a transactional supplier relationship to a strategic partner relationship including account planning tools and formats.

Consultative (Solution) Selling in an Increasingly Complex World
If you are selling high end, complex, technical, or intangible products and services, the traditional sales techniques of the past will not work.

You will need high well thought out strategies, high level consultative selling skills, EI (emotional intelligence) applied to a structured process to get sales and build relationships with customers. This workshop will show you how to plan and implement successful strategies and skills to sell in a complex world.

Sales Management and Leadership - trends for the 21st century manager
In the knowledge and information age, sales managers need to be leaders and coaches rather than just organisers and controllers. There is a need to balance leadership with management, creativity with control and people with output.

This workshop will give sales managers the strategies and skills to inspire and motivate their sales teams to new levels of performance.